Rapid Learning Institute

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. Read on to see three common profiles.

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. Read on to learn more.

Sales Recap: May 17

May 17, 2013 by Michael Boyette

On today’s sales recap: why you should dumb down your sales process, using persuasion techniques in sales, and advice for strengthening your client relationships. Read on to see some of the best sales blog posts from around the web this week.

I never really loved you

May 15, 2013 by Michael Boyette

Research suggests customers who love you now could very easily change their minds. All it takes is someone else reminding them of your faults and shortcomings. So what can you do about it? Read on to find out.

Loyalty: How you can win it, or lose it

May 13, 2013 by Michael Boyette

What causes seemingly loyal customers to walk away and become someone else’s customer? Usually because the buyer feels like their priorities aren’t the most important piece of the sale. Read on to find out more.

On today’s episode: When selling, the value equation seems simple; benefits create value, which lead to sales. But that doesn’t mean more benefits will necessarily mean more sales. Why not? Watch this episode of The Selling Essentials Minute to find out.

Monkeys, customers and expectations

May 8, 2013 by Michael Boyette

What can we learn about buyers from studying monkeys? It turns out they can teach us something about how to manage a customer’s expectations. Read on to learn more.

‘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 what’s the best way to do that? Research suggests traditional storytelling works best for helping you connect to your prospects. Read on to learn more.

On this weeks sales recap: why those sales leads aren’t as bad as you think, and help for reps who have trouble staying on task. Read on to learn more.

When your buyer wants to sleep on it

May 1, 2013 by Michael Boyette

In complex sales, nobody expects buyers to make an on-the-spot decision. But when a buyer does take time to mull it over, what should you do? Read on to find out.