Categories for Sales Blog
September 20, 2017 10:30 am
Published by Michael Boyette
Every top professional knows that success is built on executing the fundamentals. But the more you know, the easier it is to overlook the basics. Read on to learn 10 iron laws of selling that all salespeople learn but tend to forget.
September 12, 2017 12:00 pm
Published by Mike Boyette
When sales reps qualify a “suspect,” they’re usually of two minds. On one hand, they hope that the person will turn out to be a real prospect. On the other,…
August 29, 2017 9:48 am
Published by Mike Boyette
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 am
Published by Mike Boyette
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 am
Published by Mike Boyette
Trash talking your competition may have an unintended consequence: they’ll work harder to beat you.
July 18, 2017 10:58 am
Published by Mike Boyette
Insincere flattery will get you nowhere. But what if everything you say is true?
July 5, 2017 11:28 am
Published by Mike Boyette
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 am
Published by Mike Boyette
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 am
Published by Mike Boyette
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 am
Published by Mike Boyette
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…
