December 29, 2010 11:33 amPublished by Michael BoyetteLeave your thoughts
Saying no to a buyer proves that you’re trustworthy, and can sometimes win you a sale even if a competitor makes a better offer. Read on to find out why buyers sometimes appreciate hearing “no” from sales reps.
December 27, 2010 11:25 amPublished by Michael BoyetteLeave your thoughts
The ability to engage in strategic discovery allows sales professionals to connect and collaborate with customers on a deeper level. Read on to learn a series of questions you can ask to accomplish this more effectively.
December 22, 2010 11:20 amPublished by Michael BoyetteLeave your thoughts
Rather than treating gatekeepers like an obstacle to be overcome, sales reps might be better served trying to enlist their help when it’s offered. Read on to learn five ways you can get gatekeepers to provide assistance that could prove beneficial.
December 20, 2010 11:47 amPublished by Michael Boyette1 Comment
Sales reps hate hearing a prospect say “call me back in a month”, primarily because it means the buyer is just stalling. But when faced with that response, the best thing a sales rep can do is pin the customer down and try to force an answer. Read on to learn about a process for preventing stalls.
December 17, 2010 11:54 amPublished by Michael Boyette2 Comments
When a client criticized a sales rep for not delivering the promised results, the sales rep turned around and challenged the CEO of the company. How did this gamble turn out? Read on to learn how this turned into one person’s greatest sale.
December 15, 2010 11:35 amPublished by Michael Boyette2 Comments
Every salesperson has faced a prospect who suffers from sticker shock. They see your price and just can’t believe how ridiculously expensive your product or service is. The question is, why is their price expectation so far from reality? Sticker shock happens when buyers don’t understand your value proposition. Read on to learn what you can do to bring buyers back to the real world when discussing price.
December 13, 2010 11:30 amPublished by Michael Boyette2 Comments
Great athletes always make time to analyze their performance. In today’s guest post, Kelley Robertson offers a three-step analysis that can help sales reps make a significant impact on their sales. Read on to learn what you should ask yourself after each sales call.
December 10, 2010 11:45 amPublished by Michael Boyette2 Comments
In some cases, it’s OK for a sales presentation to be indecisive. Remember, the presentation is supposed to be about what the prospect wants. Read on to learn how a wishy-washy sales presentation could be better for everyone.
December 8, 2010 11:20 amPublished by Michael BoyetteLeave your thoughts
Having confidence going into a sale is fine, but beware. Sometimes being too eager to solve all of your prospect’s problems can lead to trouble. Before you rush to say ‘yes’, read on to learn why eagerness to please can turn some prospects off.
December 6, 2010 11:28 amPublished by Michael Boyette2 Comments
In today’s guest blog post, business coach Debra Ellis offers eight ways that sales reps can link sales to better service for customers. Read on for a series of steps to avoid the profit-killing gap between sales and service.
