March 2, 2011 10:55 amPublished by Michael BoyetteLeave your thoughts
Even for the best salespeople, it’s easy to lose sight of the real objective of a sales presentation. It’s tempting to dive in and start trying to solve your buyer’s problems right away. But you need to make sure there’s a problem you can solve. Read on to learn why selling solutions without problems gets you nowhere.
February 25, 2011 11:20 amPublished by Stephen J. MeyerLeave your thoughts
In today’s guest post, David Masover explains how real-world experience is the best type of sales training. Read on to learn how practice makes perfect when it comes to developing a sales pitch.
February 23, 2011 11:25 amPublished by Michael BoyetteLeave your thoughts
Upselling has a bit of a bad odor among salespeople. Sometimes they think it will make them look greedy or manipulative. But when you fail to give your buyers the opportunity to consider an upgrade, you do them a disservice. Read on to learn why upselling customers isn’t always something to be feared.
February 21, 2011 11:40 amPublished by Michael BoyetteLeave your thoughts
When cold calling sales prospects, when does leaving voicemail go from being persistent to annoying? For one rep, there was no such thing as too persistent. Read on to learn how repeated voicemails and follow-up calls led to the greatest sale of his career.
February 18, 2011 12:15 pmPublished by Michael BoyetteLeave your thoughts
Not selling what the prospect needs? No problem. In this true story, one sales rep managed to adjust what they were selling in order to fit what the prospect was looking for. Read on to learn how he succeeded, and what made it his greatest sale.
February 16, 2011 11:15 amPublished by Michael BoyetteLeave your thoughts
Salespeople complain that “the customer has all the power” these days in sales negotiations. That might not be as true as you think. Read on to learn more about why a sales negotiation is an exercise in shared power.
February 14, 2011 11:45 amPublished by Michael Boyette2 Comments
How can you tell when there’s something else a prospect may be holding back from you? Read on to learn a technique to get prospects to reveal what’s really going on when unreturned phone call or missed meetings keep a sale from moving forward.
February 11, 2011 11:10 amPublished by Michael Boyette2 Comments
When faced with price objections, the best solution usually isn’t to lower the price. More often than not, the price tag isn’t the only obstacle standing in the way of your sale. Read on to learn what sales reps should do instead when customers complain about price.
February 9, 2011 11:02 amPublished by Michael BoyetteLeave your thoughts
Buyers who don’t put prospective vendors through the hoops are often disappointed later. The reason: They’ve never had an honest conversation with the vendor about their expectations. Read on to learn why it’s important for salespeople to understand customer expectations, even when the buyer doesn’t.
February 7, 2011 11:15 amPublished by Michael BoyetteLeave your thoughts
New research from The Brooks Group suggests that personality type might not be directly related to sales success after all. Read on to learn why the best personality trait for sales reps might be the ability to adapt to others.
