November 5, 2010 10:45 amPublished by Michael Boyette2 Comments
Every sales rep has faced difficult buyers who are evaluating several competitors and seem to have the entire sale reduced to a checklist. This is not the ideal sales situation, but you can turn the tide in your favor. Read on to see some sales techniques that can help you win the sale in spite of the checklist.
November 3, 2010 11:30 amPublished by Michael BoyetteLeave your thoughts
You’ve landed an appointment with the CEO? That’s great news. Of course, there’s a downside. If you blow it with the boss, you’re done. There’s nowhere else to go.Before you walk into that high-stakes meeting, keep in mind that selling to the top is fundamentally different from any other sales effort you will make. Read on to learn how.
November 1, 2010 11:45 amPublished by Michael Boyette2 Comments
No matter how long you’ve been in sales, discussions about money can still be a little dicey. Luckily, there are ways to help defuse buyers’ anxiety when you’re having the “money talk”. Read on for nine ideas you can put to use immediately when handling uncomfortable price negotiations.
October 29, 2010 11:30 amPublished by Michael BoyetteLeave your thoughts
It’s almost Halloween, and therefore a good time to consider what happened to all those seemingly viable sales opportunities that have shuffled off this mortal coil. Understanding where they go when they die will help you figure out how to keep future sales opportunities alive – and, sometimes, raise one from the dead. Read on to learn about the three final resting places for sales opportunities.
October 27, 2010 11:30 amPublished by Michael BoyetteLeave your thoughts
Sales prospects will give you all sorts of reasons for not buying. Sometimes they’re just trying to get rid of you. Sometimes it’s more complicated. As a sales rep, it’s up to you to find out what’s really going on in the buyer’s head. Read on to learn how to dig deeper and uncover the real reasons sales prospects hesitate.
October 25, 2010 11:30 amPublished by Michael BoyetteLeave your thoughts
Let’s say you’ve worked with a prospect for quite a while, had great conversations, and they’ve expressed interest in your solution – but all of a sudden everything stops. You try calling them back once or twice, or send follow-up e-mails, but nothing. What can you do? Read on to learn about a pressure-free way to reconnect with a prospect who’s suddenly giving you the silent treatment.
October 22, 2010 11:29 amPublished by Michael BoyetteLeave your thoughts
As every seller knows, basing you presentation on what you think the prospect needs can be risky. If you hit the mark, you have a chance to show customers that you understand their business. But if you miss, the whole presentation falls apart. Read on to hear the true story of how one underdog sales rep scored his greatest sale by focusing his message on what customers care about most.
October 20, 2010 11:45 amPublished by Michael BoyetteLeave your thoughts
Some vendors love selling “total solutions”, products that have plenty of value but don’t address what the buyer actually needs. It’s an easy approach to selling, but great sales reps can win more business by doing just the opposite. Read on to learn how focusing on one specific need can satisfy customers far better than a total solution.
October 18, 2010 11:30 amPublished by Michael BoyetteLeave your thoughts
Social media might be the next big thing in sales prospecting, but it won’t replace cold calls and networking anytime soon. The key to using social media to your advantage in sales is understanding what it can and can’t do. Read on to learn more about the benefits and limitations of social media in prospecting.
October 15, 2010 11:30 amPublished by Michael BoyetteLeave your thoughts
The greatest opportunities for new sales don’t come to you when things are going well for buyers. They often develop from the problems that keep your buyer tossing and turning at night. That’s why you need to explore your buyer’s dark side. Read on to learn about where you can go to find out about your buyer’s greatest pains and fears.
