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.

My Greatest Sale: ‘Admit it: There’s no way you’ll hire us’

Michael Boyette

“Thank you for inviting me to present to you today,” I told the buying committee. “But we all know I am not going to win this contract.” I was dead serious. We were a $42 million company invited to bid on a $400 million call-center deal. All of the other semifinalists were much, much larger.