June 21, 2010 12:20 pmPublished by Michael Boyette4 Comments
It’s been said a man has two reasons for doing something; one that sounds good, and the real reason. Mistaking one for the other has the potential to kill any sale. But a sales rep who’s willing to probe beyond what’s on the surface can overcome this obstacle with ease. Read on to find out how one sales legend did just that to win his greatest sale.
June 18, 2010 1:15 pmPublished by Michael Boyette8 Comments
Relying on common sense and logic can be dangerous in sales presentations. Faced with a tough call, buyers will tend to abandon reason and come up with irrational ways of making a decision. Learn two common illogical influencers that can ruin a potential sale.
June 16, 2010 10:18 amPublished by Michael Boyette2 Comments
It’s not always easy to determine how interested your prospect really is in buying your product or service. Sometimes a sale comes from someone you least expect, and other times a sure thing falls through. But asking one simple question can go a long way in finding how just how close you are to closing that sale. Find out what it is.
June 14, 2010 1:10 pmPublished by Michael Boyette8 Comments
A CEO’s attention span is measured in seconds. Time is their most valuable resource. If you’re pitching a sale to the top decision maker, you need to center your discussion around the single most important thing to them. A focused, precise meeting is the key to winning over a CEO.
June 11, 2010 1:40 pmPublished by Michael Boyette2 Comments
Don’t be too quick to offer a concession during your price negotiations. Doing so can cause your buyer to lose confidence in you and your product. Gain a prospect’s trust by understanding and solving their business problems. Read on and learn why standing firm on price can actually build customer confidence and win you more sales.
June 9, 2010 11:45 amPublished by Michael Boyette6 Comments
During sales negotiations, buyers often attempt to push their “problems” on to the seller. Most commonly, they say something like, “I need you to cut your price by 10%.” But if your price is fair, it’s a “problem” you may not want to solve. Find out how to spot the warning signs that a customer is trying to make their problems yours.
June 7, 2010 11:00 amPublished by Michael Boyette3 Comments
Stuck on a customer who just doesn’t want to move forward with the sale? Prospects who stall are sending you a message. Read on to learn what they’re trying to say, and what you can do to get around it and close the deal.
June 4, 2010 11:00 amPublished by Michael BoyetteLeave your thoughts
“My buyer only cares about price.” We hear it from sales professionals all the time, but it’s a copout top sellers just don’t accept. They know that they must show buyers why price isn’t the only consideration. Check out this true story of how a sales pro beat back sales objections and showed the real value in his product.
May 28, 2010 11:01 amPublished by Michael BoyetteLeave your thoughts
Keep the sales process moving. Get your prospect to think “backwards” from their goal. You can focus on your prospect’s goals by showing them the process it takes to reach their intended benefit. Read on and learn the sales techniques that move a prospect forward by thinking backwards.
May 26, 2010 11:59 amPublished by Michael BoyetteLeave your thoughts
Buyers don’t want everything you sell; they want solutions to their unique problem. They want to find a solution quickly and on their terms. Learn how the sales techniques that quickly discover and solve a buyer’s critical need adds customer value to every sale.
