Top Sales Dog

Beware of Danger

Dangerous sales questions

September 8, 2010 by Michael Boyette

Ordinary questions are designed for one reason only: to get information. But in sales, a question has to work a lot harder than that. It also has to communicate a message. The right questions tell customers and prospects that you're a serious professional who understands their challenges. The wrong questions can make you look like an unqualified amateur. Read on to learn what types of questions can be dangerous in sales.

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Stop Sign

Last-minute objections: A good signal that your prospect is ready to buy

September 7, 2010 by Michael Boyette

At the end of a lengthy selling cycle, a prospect raises a barrage of objections and challenges your price. Savvy sales pros know that this is a sign that you're actually exactly where you want to be. Read on to learn how keeping a level head when last minute objections arise is key to closing the sale.

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Ask for help

My Greatest Sale: We asked the buyer to help us sell them

September 3, 2010 by Michael Boyette

If you and your competitor's all have an equal footing, it's critical that you find a way to gain the upper hand. The easiest way to gain a leg up on the competition is to ask the buyer for help. If they truly want the best possible solution, they should be willing to work with you. Read on to see how one sales rep put this advice to use to win his greatest sale.

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Prospects Wasting Your Time

When prospects won't commit, what message are they sending?

September 1, 2010 by Michael Boyette

When prospects tell you they need to think about it, it's entirely possible that they are in fact going to carefully consider your offer. But they could just as easily be blowing you off. How can you tell the difference? Read on to learn a technique for separating serious buyers from time-wasters.

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Collaborative Selling

Ultimate selling: The collaborative sales model

August 30, 2010 by Michael Boyette

Consultative selling is a proven approach, but is it the ultimate sales method? Some would argue that collaborative selling will generate even better results. Collaborative selling uses a side-by-side approach that eliminates the wall between buyer and vendor. Read on to find out how to engage in this powerful method of selling.

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Sales Pitch

A powerful question few salespeople ever ask

August 27, 2010 by Michael Boyette

All sales reps know they should probe for "pain" and find out what prospects don't like about their current vendors. But what about the things they do like? Believe it or not, getting prospects to focus on good things about your competitors can actually help you. Read on to find out why probing for positives can be beneficial.

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Ignoring the Phone

The 7 deadly sins of cold calling

August 25, 2010 by Michael Boyette

In cold calling, making a quick first impression is critical. Make a mistake in the first 20 seconds and your efforts are sunk. Most cold calling mistakes are avoidable if you know what to look for. Read on to learn about the seven deadliest cold calling sins and why they kill sales.

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Stand out from the crowd

When everybody’s selling 'solutions,' what sets you apart?

August 23, 2010 by Michael Boyette

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.

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Leaving a Voicemail

My Greatest Sale: What was my prospect thinking?

August 20, 2010 by Michael Boyette

If you call a prospect and never get a response, it would be easy to assume they're not interested and move on. But that might not always be the wisest move. One sales rep tells the true story of how relentless persistence led to the greatest sale of his career. Keep reading to learn what he did.

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Getting Past a Gatekeeper

The Gatekeeper: A sales person's best friend … or worst enemy

August 18, 2010 by Michael Boyette

Far too many sales professionals see gatekeepers as obstacles that stand in the way of reaching the decision maker. But top sellers realize that trying to sidestep an executive's front line of defense is a dangerous, old-school tactic that seldom pays. Read on to find out how to turn the gatekeeper into a powerful ally who will actually help you make the sale.

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