May 2, 2011 10:55 amPublished by Michael Boyette2 Comments
The basics of preparing for a sales meeting are covered in Sales 101. But what do you want prospects to do after that meeting? Read on to learn why you should give the prospect their own objectives to advance a sale.
December 20, 2010 11:47 amPublished by Michael Boyette1 Comment
Sales reps hate hearing a prospect say “call me back in a month”, primarily because it means the buyer is just stalling. But when faced with that response, the best thing a sales rep can do is pin the customer down and try to force an answer. Read on to learn about a process for preventing stalls.
November 15, 2010 11:05 amPublished by Michael Boyette2 Comments
It’s generally a good idea to avoid saying anything that might offend or irritate a prospect. But in this true story, one sales rep just couldn’t take it anymore. Read on to learn how being pushed over the edge led to his greatest sale.
November 12, 2010 11:05 amPublished by Michael BoyetteLeave your thoughts
In this guest blog post, sales consultant Tom Borg recalls the story of a sales rep who won over his prospect by getting him involved in every aspect of the product. Read on to learn more about how engaging all five senses in a sales presentation can help win a prospect over.
November 5, 2010 10:45 amPublished by Michael Boyette2 Comments
Every sales rep has faced difficult buyers who are evaluating several competitors and seem to have the entire sale reduced to a checklist. This is not the ideal sales situation, but you can turn the tide in your favor. Read on to see some sales techniques that can help you win the sale in spite of the checklist.
October 8, 2010 10:30 amPublished by Michael BoyetteLeave your thoughts
Despite what you might have heard, enthusiasm isn’t always a good thing in sales. Some top salespeople get the sale without ever getting excited. And some sunny souls consistently walk away empty handed. Read on to learn about the two ways enthusiasm can backfire and kill your sale.
September 13, 2010 10:15 amPublished by Michael BoyetteLeave your thoughts
In sales, what your body says matters as much as the words coming out of your mouth. If your body language doesn’t match what you’re saying, it can sink all of your efforts. Read on to learn about three body language blunders you should avoid when meeting with buyers.
August 23, 2010 11:27 amPublished by Michael BoyetteLeave your thoughts
If you and your competitors all claim to sell “solutions”, it’s going to take something else to make you stand out. Knowing exactly what it is that you do differently from everyone else is the key to separating yourself from the pack. Read on to find out how you can take your sales approach to the next level and rise above the crowd.
June 29, 2010 12:06 pmPublished by Michael Boyette2 Comments
Getting hung up on delivering the perfect presentation can kill a sale. Why? Because a finely polished presentation can get in the way of connecting with your prospect. Buyers need to know that you understand them and can meet their needs. Read on to find out how a seemingly done deal can be wiped out if you’re not prepared to step away from your presentation.
June 14, 2010 1:10 pmPublished by Michael Boyette8 Comments
A CEO’s attention span is measured in seconds. Time is their most valuable resource. If you’re pitching a sale to the top decision maker, you need to center your discussion around the single most important thing to them. A focused, precise meeting is the key to winning over a CEO.