February 4, 2011 11:55 amPublished by Michael BoyetteLeave your thoughts
For most people, the number-one goal isn’t to make the best choice. It’s actually just to avoid making a bad choice. So while you might be offering the best choice, if it’s deemed too risky, it could cost you the sale. Read on to learn about why it might be better to be “good enough” and not “the best”
February 2, 2011 11:15 amPublished by Michael BoyetteLeave your thoughts
Salespeople are often advised to sound confident. If you don’t believe in your product or service, who will? But sometimes sounding confident in your first encounter with a sales prospect can do more harm than good. Read on to learn why using weasel words can help win sales.
January 31, 2011 12:10 pmPublished by Michael BoyetteLeave your thoughts
How can you sell a prospect when your competitor is so well-known that its brand is nearly synonymous with the industry’s name? Read on to learn the true story of how one sales rep managed to win the sale over the established competition.
January 28, 2011 11:05 amPublished by Michael BoyetteLeave your thoughts
Experts estimate that one in four of existing customers has upgrade potential. Yet many salespeople find plenty of reasons not to cross-sell. But as it turns out, cross-selling and upselling are two of the best ways to keep a customer from leaving. Read on to learn how selling more helps keep a buyer loyal.
January 26, 2011 10:50 amPublished by Michael BoyetteLeave your thoughts
Thanks to the creation of Watson, the computer soon to be competing on Jeopardy, could sales reps be replaced by computers? Maybe not. Read on to learn why the human element of a sale is so important to both sales reps and buyers.
January 21, 2011 11:36 amPublished by Michael BoyetteLeave your thoughts
When faced with objections over quality and price, rather than concede and lower the price, one sales rep won the sale by shifting the focus on value. Read on to learn the true story of how one sales rep won a sale despite having a losing product.
January 19, 2011 11:15 amPublished by Michael BoyetteLeave your thoughts
Buyers may have lots of incentives to drag out the sale as long as possible. Unless you’re aggressive about managing sales cycles, procrastinating buyers will find plenty of reasons to put you off. Read on to learn how buyers stall a sale, and what sales reps can do about it.
January 12, 2011 10:50 amPublished by Michael BoyetteLeave your thoughts
Even for sales reps who normally sell by appointment, spontaneous face-to-face meetings with prospects can be a good way to make use of time that would otherwise go to waste. Read on to learn a technique for gathering new sales opportunities.
January 10, 2011 11:15 amPublished by Michael Boyette4 Comments
If you’ve ever played a sport, you didn’t just hit the field and play. You stretched and limbered up. The same principle should apply to cold calling. Read on to learn a few quick warm-ups you can do before you start your sales prospecting efforts each day.
January 7, 2011 10:50 amPublished by Michael Boyette2 Comments
One of the reasons we struggle to get sales results is because we simply don’t ask for what we want – or don’t ask for it directly. But with a few straightforward questions, sales reps could move sales forward easily. Read on to see five effective but rarely asked questions that can keep the sales process moving.
