Harness the power of promises

Michael Boyette

Actually getting people to say “yes” out loud matters. Restaurant hostesses who took reservations over the phone typically told callers, “Please call if you have to cancel.” Changing to a question: “Will you please call if you have to cancel?” — and waiting for a “yes” response — increased compliance by 33%.

The case for employee-centric sales training

Michael Boyette

According to a new report from Deloitte, employees don’t just want training on what the organization deems important. They want training that’s important and relevant to them.

Spring has sprung, and buyers are blooming

Michael Boyette

Ah, spring. The time of year when a young man’s (or woman’s) fancy lightly turns to thoughts of … buying stuff? As the weather warms up, many salespeople will be tempted to sneak out for a round of golf or just to enjoy an afternoon in the sun. That could be a big mistake. All…

Five fresh ideas to get a meeting with a big shot

Michael Boyette

Chances are, you’ve heard of some over-the-top gimmicks to get a meeting with a highly important prospect. For example, you might send a valuable gift with something missing — a display case for three autographed baseballs with only two baseballs, or a remote-controlled something or other without the remote. If the bigwig takes a meeting…

How do you convince salespeople that they need to change?

Michael Boyette

I once went to work for an organization (which shall remain nameless here) that had a long-established and well-defined process for bringing in new business. The CEO oversaw it personally. It ran like a well-oiled machine. But it was a machine that didn’t produce anything. Being the new guy, I thought perhaps I was missing…

Want training to stick? Train salespeople like first responders

Michael Boyette

Imagine you’ve trained salespeople on a tough sales skill — say, how to engage a prospect in the first 20 seconds of a cold call. Everyone has rehearsed the new technique and can’t wait to hit the phones (okay, I said it was imaginary). You listen in on some calls and everything’s going great. People…