Michael Boyette

Sales

Michael Boyette is the managing editor of Selling Essentials newsletter, executive editor of the Rapid Learning Institute’s e-learning site www.selling-essentials.com, and editor of the Top Sales Dog blog. He is the former Senior VP at Domus Inc., a Philadelphia advertising and interactive media agency. Boyette has also written professional and consumer books for Simon & Schuster, Pocket Books, Henry Holt and other publishers and was Group Publisher at a leading newsletter company, overseeing its sales and marketing titles. In addition, he’s managed marketing programs for such clients as Dupont, Lutron and Therma-Tru Doors. He is a graduate of the University of Florida College of Journalism.

Recent Blog Posts

Ep. 25: Networking Events and Linkedin

May 22, 2013 by Michael Boyette

[bitsontherun qadC7lqk-EmwFTDjZ] Read the full article

How to manage angry prospects or customers

May 22, 2013 by Michael Boyette

Are you flustered when prospects or customers get angry over botched orders, typos in sales contracts or some other miscommunication? It helps to understand that people express anger differently. Three common profiles: Blamers typically start off with, “You... Read the full article

How to encourage customers to invite you to close the sale

May 20, 2013 by Michael Boyette

What’s your goal in any sales presentation? Isn’t it getting the customer to “invite” you to close the sale? Getting that coveted invitation is about gaining your customer’s full participation toward a shared objective, says consultant and sales... Read the full article

Sales Recap: May 17

May 17, 2013 by Michael Boyette

The Sales Recap takes a look at the best, most insightful sales blog posts from across the web. If you read something this week you think deserves to be shared here, feel free to leave it in the... Read the full article

I never really loved you

May 15, 2013 by Michael Boyette

Memory is a fragile thing, apparently. Remember that customer who loved you loved you loved you six months ago? Since then, someone else has been whispering in her ear. They’re telling her that your product quality isn’t what... Read the full article

Loyalty: How you can win it, or lose it

May 13, 2013 by Michael Boyette

I should be your loyal customer. But I’m not. Why? Because: You tried to sell me something that I didn’t want. You didn’t care enough to learn about my preferences, my needs and my constraints. What you offered... Read the full article

The Selling Essentials Minute, Ep. 24: The Value Equation: Less Is More

May 10, 2013 by Michael Boyette

Welcome to the new episode of the Selling Essentials Minute! For those unfamiliar, The Selling Essentials Minute is a series of videos that offers one sales idea in about sixty seconds. You can use the Minute to kick... Read the full article

Monkeys, customers and expectations

May 8, 2013 by Michael Boyette

What can we learn about buyers from studying monkeys? Go ahead and make your jokes. I’ll wait. All done? Let’s continue. A neuroscientist at Cambridge University ran an experiment in which he squirted apple juice into monkey’s mouths... Read the full article

‘Once upon a time’: How storytelling gets prospects to lower their defenses

May 6, 2013 by Michael Boyette

Relating to your prospects is the very first thing you must do in a sales call – in person or on the phone. But forget old-school techniques like noticing photos in a prospect’s office or talking about the... Read the full article

Sales Recap: May 3

May 3, 2013 by Michael Boyette

The Sales Recap takes a look at the best, most insightful sales blog posts from across the web. Let's dive in: First, some self-promotion. I wrote a piece for business2community.com about sales prospecting and "green leads". Ryan Tognazzini... Read the full article

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Michael Boyette

Recent Blog Posts

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