October 13, 2010 11:30 amPublished by Michael BoyetteLeave your thoughts
David Ogilvy once told prospective clients they should insist on paying more than necessary in order to get better service. His approach was ambitious and perhaps arrogant, but his success can teach sales reps a lot about negotiating price. Read on to learn how Ogilvy’s philosophy on price can work to your advantage.
October 11, 2010 2:09 pmPublished by Michael BoyetteLeave your thoughts
Do you view folks in purchasing departments as little more than glorified gatekeepers holding you back from reaching the “real” buyer? If so, you could be making a costly mistake. Purchasing departments have the power to make or break any sale. Read on to learn how to turn them into an ally.
October 8, 2010 10:30 amPublished by Michael BoyetteLeave your thoughts
Despite what you might have heard, enthusiasm isn’t always a good thing in sales. Some top salespeople get the sale without ever getting excited. And some sunny souls consistently walk away empty handed. Read on to learn about the two ways enthusiasm can backfire and kill your sale.
October 4, 2010 11:55 amPublished by Michael BoyetteLeave your thoughts
The buyer was all set to pull the trigger on a huge sale, but the sales rep stopped the deal in its tracks on purpose. Was he out of his mind? No. Read on to learn how saying ‘no’ in the short term led to one sales professional’s greatest sale.
September 29, 2010 11:59 amPublished by Michael Boyette4 Comments
Some prospects will ask you for estimates, plans, and details even though they have no intention of actually buying. So how do you separate real buyers from the frauds? Read on to learn about the questions you should ask to weed out the penniless clients who will never pull the trigger on a deal.
September 27, 2010 11:30 amPublished by Michael Boyette2 Comments
Even though price is important to customers, it’s rarely the deal breaker. If price drove every decision, Starbucks, Mercedes Benz and Rolex would quickly go out of business. Many factors influence your buyer’s decision to buy or walk — and good salespeople know what they are. Read on to learn how to figure out what makes your buyer tick.
September 24, 2010 11:59 amPublished by Michael Boyette2 Comments
Chances are, whether you are e-mailing or calling a prospect, you know better than to spew about your product or lead off with a trap question that screams sales call. To catch your prospects’ attention, you must have something important to talk with them about. Read on to learn to four-step plan to help you turn a cold call into a memorable and valuable conversation.
September 22, 2010 2:00 pmPublished by Michael Boyette2 Comments
It might be tempting to tell a customer that you can meet every last request they make. But being too eager to say “yes” to buyers can damage your credibility with them. Read on to learn how saying “no” to customers can build trust, bolster credibility and help close more sales.
September 20, 2010 1:45 pmPublished by Michael BoyetteLeave your thoughts
Think you’re sales efforts are falling on deaf ears? They could be having a greater impact than you realize. Getting no feedback doesn’t necessarily signal lack of interest. Read on to see the true story of how persistence paid off for one sales rep.
September 17, 2010 11:45 amPublished by Michael BoyetteLeave your thoughts
Discovery, presenting, and closing make up the bulk of the sales process. But there’s another step that most sales reps miss, and it can cost you countless sales. Read on to learn about the forgotten step and how it can impact your sales success.
