September 15, 2010 11:59 amPublished by Michael BoyetteLeave your thoughts
The same focus on fundamentals that turns sports teams into champions can help good sales reps reach greatness. It all comes down to remembering what you learned in training. Take this test to find out if you’re a master of the sales fundamentals necessary to rise to the top.
September 13, 2010 10:15 amPublished by Michael BoyetteLeave your thoughts
In sales, what your body says matters as much as the words coming out of your mouth. If your body language doesn’t match what you’re saying, it can sink all of your efforts. Read on to learn about three body language blunders you should avoid when meeting with buyers.
September 8, 2010 11:39 amPublished by Michael BoyetteLeave your thoughts
Ordinary questions are designed for one reason only: to get information. But in sales, a question has to work a lot harder than that. It also has to communicate a message. The right questions tell customers and prospects that you’re a serious professional who understands their challenges. The wrong questions can make you look like an unqualified amateur. Read on to learn what types of questions can be dangerous in sales.
September 3, 2010 10:50 amPublished by Michael Boyette2 Comments
If you and your competitor’s all have an equal footing, it’s critical that you find a way to gain the upper hand. The easiest way to gain a leg up on the competition is to ask the buyer for help. If they truly want the best possible solution, they should be willing to work with you. Read on to see how one sales rep put this advice to use to win his greatest sale.
September 1, 2010 10:37 amPublished by Michael BoyetteLeave your thoughts
When prospects tell you they need to think about it, it’s entirely possible that they are in fact going to carefully consider your offer. But they could just as easily be blowing you off. How can you tell the difference? Read on to learn a technique for separating serious buyers from time-wasters.
August 30, 2010 11:08 amPublished by Michael Boyette2 Comments
Consultative selling is a proven approach, but is it the ultimate sales method? Some would argue that collaborative selling will generate even better results. Collaborative selling uses a side-by-side approach that eliminates the wall between buyer and vendor. Read on to find out how to engage in this powerful method of selling.
August 27, 2010 10:52 amPublished by Michael Boyette2 Comments
All sales reps know they should probe for “pain” and find out what prospects don’t like about their current vendors. But what about the things they do like? Believe it or not, getting prospects to focus on good things about your competitors can actually help you. Read on to find out why probing for positives can be beneficial.
August 25, 2010 10:15 amPublished by Michael Boyette2 Comments
In cold calling, making a quick first impression is critical. Make a mistake in the first 20 seconds and your efforts are sunk. Most cold calling mistakes are avoidable if you know what to look for. Read on to learn about the seven deadliest cold calling sins and why they kill sales.
August 23, 2010 11:27 amPublished by Michael BoyetteLeave your thoughts
If you and your competitors all claim to sell “solutions”, it’s going to take something else to make you stand out. Knowing exactly what it is that you do differently from everyone else is the key to separating yourself from the pack. Read on to find out how you can take your sales approach to the next level and rise above the crowd.
August 20, 2010 10:57 amPublished by Michael BoyetteLeave your thoughts
If you call a prospect and never get a response, it would be easy to assume they’re not interested and move on. But that might not always be the wisest move. One sales rep tells the true story of how relentless persistence led to the greatest sale of his career. Keep reading to learn what he did.
