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.
June 11, 2010 1:40 pmPublished by Michael Boyette2 Comments
Don’t be too quick to offer a concession during your price negotiations. Doing so can cause your buyer to lose confidence in you and your product. Gain a prospect’s trust by understanding and solving their business problems. Read on and learn why standing firm on price can actually build customer confidence and win you more sales.
June 9, 2010 11:45 amPublished by Michael Boyette6 Comments
During sales negotiations, buyers often attempt to push their “problems” on to the seller. Most commonly, they say something like, “I need you to cut your price by 10%.” But if your price is fair, it’s a “problem” you may not want to solve. Find out how to spot the warning signs that a customer is trying to make their problems yours.
June 7, 2010 11:00 amPublished by Michael Boyette3 Comments
Stuck on a customer who just doesn’t want to move forward with the sale? Prospects who stall are sending you a message. Read on to learn what they’re trying to say, and what you can do to get around it and close the deal.
June 4, 2010 11:00 amPublished by Michael BoyetteLeave your thoughts
“My buyer only cares about price.” We hear it from sales professionals all the time, but it’s a copout top sellers just don’t accept. They know that they must show buyers why price isn’t the only consideration. Check out this true story of how a sales pro beat back sales objections and showed the real value in his product.
May 28, 2010 11:01 amPublished by Michael BoyetteLeave your thoughts
Keep the sales process moving. Get your prospect to think “backwards” from their goal. You can focus on your prospect’s goals by showing them the process it takes to reach their intended benefit. Read on and learn the sales techniques that move a prospect forward by thinking backwards.
May 26, 2010 11:59 amPublished by Michael BoyetteLeave your thoughts
Buyers don’t want everything you sell; they want solutions to their unique problem. They want to find a solution quickly and on their terms. Learn how the sales techniques that quickly discover and solve a buyer’s critical need adds customer value to every sale.
May 24, 2010 11:01 amPublished by Michael BoyetteLeave your thoughts
Salespeople are often reluctant to cold call because they hate rejection. Who doesn’t? But by making minor adjustments to your daily goals, your script, and your mindset, you can get extraordinary value from those “no’s”. Read on and discover how you can make every cold call a success.
May 19, 2010 11:01 amPublished by Michael BoyetteLeave your thoughts
Many sales are made or lost during the initial qualifying phase. It’s kind of a dance. You’re trying to determine if the prospect will buy, and they’re deciding whether or not they “buy-in to you” before they’ll even think about buying what you’re selling. Here are five sales techniques that help you build rapport while you qualify prospects.
May 17, 2010 11:00 amPublished by Michael BoyetteLeave your thoughts
What’s the best way to end a call when you know you’re not going to be able to close the sale? Top sales professionals realize that it’s critical to end them with momentum that helps you come to a close the next time you talk. Here’s a powerful, three-step process that will transform the way you end calls – whether in person or over the phone – and sets your prospects up for the sale.
