March 24, 2010 8:00 amPublished by Michael Boyette2 Comments
Sales prospecting is about qualifying potential buyers and filling your funnel, right? But the best sales pros understand that it’s also about DISqualifying non-buyers. They know that successful prospecting is about using time wisely and chasing only those who send buying signals. Their secret: They ask tough questions that push prospects to show their hand.
March 23, 2010 5:39 pmPublished by Michael Boyette6 Comments
“We really like your approach,” our primary buyers said. “But you have to work out pricing with the Procurement Department.” Our value proposition didn’t matter to Procurement, because they didn’t think their job was to get the best value. They thought their job was to get the best price.
February 1, 2010 2:32 pmPublished by Michael BoyetteLeave your thoughts
Sales prospects respond better when you focus on one topic. The key to being an effective communicator is to pick the RIGHT topic to concentrate on in your sales presentation.
February 1, 2010 2:23 pmPublished by Michael BoyetteLeave your thoughts
Don’t assume the gatekeeper is a permanent roadblock. Enlist them in your sale because they know more about their boss than you do.
February 1, 2010 2:18 pmPublished by Michael BoyetteLeave your thoughts
After years of negotiating with salespeople, I started to notice something about my own behavior: The harder a salesperson worked to get my business, the less likely I was to push back on price.
February 1, 2010 2:14 pmPublished by Michael Boyette2 Comments
Find out the reason for your sales stall without frightening the customer with the “1-10” technique.
