August 29, 2017 9:48 amPublished by Mike BoyetteLeave your thoughts
I talked to a customer the other day who was confused. We hadn’t done anything to confuse him — thank goodness. But he and I got chatting and he opened…
August 15, 2017 9:53 amPublished by Mike BoyetteLeave your thoughts
The real goal, assuming the buyer isn’t just cranky or having a bad day, is to knock you off your equilibrium and soften you up for concessions. How can you counter such tactics so as to reestablish your power and get the negotiation back on course?
August 1, 2017 9:47 amPublished by Mike BoyetteLeave your thoughts
Trash talking your competition may have an unintended consequence: they’ll work harder to beat you.
July 5, 2017 11:28 amPublished by Mike BoyetteLeave your thoughts
It’s probably happened to you; it certainly has to me. You’ve finally gotten a meeting with that extremely busy buyer, after waiting three weeks for her to clear 45 minutes…
June 20, 2017 9:12 amPublished by Mike BoyetteLeave your thoughts
Ask 100 sales reps whether you should swear during conversations with customers, and probably 99 would say, “No way.” And it’s true that turning the air blue is not the…
June 1, 2017 9:28 amPublished by Mike BoyetteLeave your thoughts
Think back to a time when you got off the phone with one of your difficult customers who finally turned you down for the sale, after protracted discussions, or when you…
May 23, 2017 10:45 amPublished by Mike BoyetteLeave your thoughts
Want to creep your customers out by employing social media as a sales tool? There’s an app for that. No, seriously, there’s not really an app. But it’s all too…
May 9, 2017 11:00 amPublished by Mike BoyetteLeave your thoughts
As selling has evolved, so too has the role of the salesperson — and buyers. Long gone are the days when a rep could hope to get by as a…
April 25, 2017 2:07 pmPublished by Mike BoyetteLeave your thoughts
Let’s face it: Sales is a numbers-driven occupation. The sales rep — or sales manager — who can afford to ignore quotas, targets and goals is a rare bird indeed….