May 12, 2010 1:24 pmPublished by Michael Boyette4 Comments
Buyers love it when you believe that your product is a commodity. It gives them all the leverage they need to squeeze you on price. But deep down they know that it’s not and that price isn’t the only thing that matters. Read on and learn how to beat the “Commodity Copout” now.
May 10, 2010 2:18 pmPublished by Michael Boyette8 Comments
When good sales people lose a sale they need to know why. They’re compelled to find out what went wrong and what needs to change to win future business. Read on and learn three ways to initiate and conduct a successful post-loss interview that helps you sharpen your sales approach.
May 7, 2010 10:40 amPublished by Michael Boyette16 Comments
Phone sales have one major disadvantage, you can’t read the prospect’s body language. Listening for a prospect’s tone of voice can help you “see” what they’re communicating non-verbally but that’s just the beginning. Here’s a selling technique to help you “hear” what your prospect is really thinking.
May 5, 2010 11:01 amPublished by Michael Boyette8 Comments
Chasing after “sales” that are nothing more than a mirage can kill your numbers. Your time is precious and you can’t waste it on people who won’t buy. So what can you do to determine whether you’re pursuing a legitimate sales opportunity or not? Read on and discover how the Magic Question can help you separate buyers from tire-kickers.
April 30, 2010 11:01 amPublished by Michael BoyetteLeave your thoughts
Sales pros are engaging prospects and making sales even in this uncertain economy. They’re getting new prospects by tapping into overlooked markets. Learn the sales techniques that engage buyers and close sales even in the worst business climate.
April 28, 2010 11:01 amPublished by Michael Boyette2 Comments
Sounds crazy, but saying “no” to your customers and prospects can actually win you more sales. It’s tempting to say “yes” to every request because you’re eager to prove you can get the job done. But that approach can undermine your credibility. Read on and learn how to avoid the “yes trap.”
April 26, 2010 11:01 amPublished by Michael BoyetteLeave your thoughts
“The Purchasing department had a price fixation and we weren’t the lowest-priced product by a long shot. My value proposition was better but that message wasn’t getting through.” Read on to learn how this sales pro broke the buyer’s price resistance barrier and sold them on the long-term benefits.
April 23, 2010 11:01 amPublished by Michael BoyetteLeave your thoughts
Take a look at your past proposals. Revisit “back burner” ideas with old prospects and you might find some new sales opportunities. Read on and discover the upselling techniques that open new doors and close sales with prospects from your past.
April 21, 2010 11:01 amPublished by Michael BoyetteLeave your thoughts
Your number one enemy in sales prospecting is buyer inertia. Prospects tell you, “I’m happy with my current vendor.” The truth is, however, they often just don’t want to deal with change. You can win their business but you must forget conventional sales prospecting techniques. Read on and learn what you should do to unseat entrenched competitors.
April 19, 2010 11:01 amPublished by Michael BoyetteLeave your thoughts
You can’t bully your way past gatekeepers. You shouldn’t even try. But you can get them on your side. More often than not, they want to help. They even answer the phone, “How may I help you.” Read on and learn the sales prospecting tip that gets gatekeepers to actively assist you in meeting your sales goals.
