A sales technique for selling to CEOs: Learn to speak “executive”

Michael Boyette

To successfully sell to CEOs you need to speak their language. CEOs think and speak about business problems in a unique way. Sales masters understand this and adapt their communication to get and keep the attention of top executives. Learn a simple but effective sales technique you need to get in the door and close the sale with CEOs.

The high cost of not calling in sales prospecting

Michael Boyette

Why do 20% of the sales pros get 60% of the sales? Because 80% of sales pros don’t follow up on their leads. Sales stars have one vital quality: persistence. Read on and learn their secrets to prospecting success.

Is your sales management style killing results?

Michael Boyette

When it comes to effective sales management, consistency isn’t the key. Different sales challenges require different management styles. However, too many managers use their tried-and-true management style for every sales problem – and that doesn’t work. Read on to learn when it’s best to use each of the six sales management styles.

My Greatest Sale: I refused to make a sales presentation

Michael Boyette

Sales are seldom won by a great sales presentation. They are won by sales pros who know how to build a foundation for a business relationship. In this Greatest Sale, learn how one sales pro turned a standard sales presentation into an opportunity to win a long-term spot on the prospect’s team.

Time your upsell correctly and the rewards outweigh the risks

Michael Boyette

There is a brief window of opportunity to upsell. Hit this and you’ll be able to add value to your prospect’s purchase while increasing your sales revenue. Miss the window and you’ll both kill the sale and the trust you have worked long and hard to build. Read on and learn when and how to upsell your product.

The awesome power of choice

Michael Boyette

You must choose to be successful in sales. The choices you make about your attitude, planning, and your performance will make or break your career. Sales pros who choose to exceed prospect expectations will be the ones who consistently close sales. Read on and discover how to make the right calls on the path to sales success.

Why great sales presentations can kill a sale

Michael Boyette

A great sales presentation can actually cost you the sale. For the prospect, it may be a blast to watch. But is your sales presentation designed to entertain potential clients or drive sales prospects towards a buying decision? Read on to discover the one key question you need to ask every time you prepare a sales presentation.

Sales Prospecting: Ask hard questions to keep from wasting everyone’s time

Michael Boyette

Sales prospecting is about qualifying potential buyers and filling your funnel, right? But the best sales pros understand that it’s also about DISqualifying non-buyers. They know that successful prospecting is about using time wisely and chasing only those who send buying signals. Their secret: They ask tough questions that push prospects to show their hand.

My Greatest Sale: We couldn’t get past the Price Police

Michael Boyette

“We really like your approach,” our primary buyers said. “But you have to work out pricing with the Procurement Department.” Our value proposition didn’t matter to Procurement, because they didn’t think their job was to get the best value. They thought their job was to get the best price.

My Greatest Sale: I sent the buyer a cockroach

Michael Boyette

I’d tried just about everything to get a meeting with the prospect. But I just couldn’t get his attention. I called. I dropped by. Sent notes. Called again. Weeks went by and I never heard back.

My Greatest Sale: Selling from the bottom up

Michael Boyette

I sold a great service with a proven track record and a potentially huge impact on the prospect’s bottom line. An internal champion was pushing hard for me. He’d set up a meeting with the key decision makers. But they’d shut me down. “We already have a plan, and you’re not in it,” they said.