December 19, 2017 12:00 pmPublished by Mike BoyetteLeave your thoughts
Ever been stood up by a prospect? Of course you have. All too often, new prospects don’t pick up the phone when you call back for that initial substantive discussion,…
December 5, 2017 12:00 pmPublished by Mike BoyetteLeave your thoughts
You’ve heard the classic wisdom about avoiding buyer’s remorse: Build trust, inculcate value before the sale, so that afterward, the buyer won’t turn around and wonder whether he’s made the…
November 7, 2017 12:00 pmPublished by Mike BoyetteLeave your thoughts
Want an insight that will work every time and help you get sales? In that case, don’t read on. This isn’t one of those. But if you’re interested in an…
October 31, 2017 9:20 amPublished by Michael BoyetteLeave your thoughts
A growing body of research shows that top performers outdo the rest of us because they’ve mastered “soft skills,” also called “emotional intelligence.” Read on to learn what that is, and how you can use it to better your chances of success.
October 25, 2017 9:43 amPublished by Mike BoyetteLeave your thoughts
Are you really getting somewhere with that prospect of yours? Or is he/she just stringing you along? If salespeople could always answer that question accurately, they’d waste less time. And…
October 11, 2017 10:22 amPublished by Mike BoyetteLeave your thoughts
Smiling isn’t just about seeming agreeable, or showing confidence in your product, or not looking like a grump. As behavioral and psychological research demonstrates, there are good, non-obvious reasons to smile when you’re with buyers.
September 27, 2017 9:32 amPublished by Mike BoyetteLeave your thoughts
Silence — or at least some amount of it — is golden when it comes to sales calls. You’ve almost certainly heard that it pays to listen to buyers more…
September 20, 2017 10:30 amPublished by Michael Boyette2 Comments
Every top professional knows that success is built on executing the fundamentals. But the more you know, the easier it is to overlook the basics. Read on to learn 10 iron laws of selling that all salespeople learn but tend to forget.
September 12, 2017 12:00 pmPublished by Mike BoyetteLeave your thoughts
When sales reps qualify a “suspect,” they’re usually of two minds. On one hand, they hope that the person will turn out to be a real prospect. On the other,…
August 29, 2017 9:48 amPublished by Mike BoyetteLeave your thoughts
I talked to a customer the other day who was confused. We hadn’t done anything to confuse him — thank goodness. But he and I got chatting and he opened…
