September 20, 2017 10:30 amPublished by Michael Boyette2 Comments
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 pmPublished by Mike BoyetteLeave your thoughts
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 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…
