Obviously, prospects are free to buy or not, but it helps to tell them so

Mike Boyette

What if I told you that a great way to get people to buy from you … is to tell them they don’t have to buy from you? Huh? Sounds bassackwards. But it’s true. This counter-intuitive idea comes from research done by two French academics. They recruited four young people — two men and two…

10 meeting tips to excite people who don’t get excited about meetings

Mike Boyette

If you were the manager of a non-Sales department, you might find that some people don’t mind attending a meeting even if it doesn’t get much done. After all, it represents time away from the grindstone, a chance to relax and even — if they’re at the back of the room or the lights are out…

Goal-setting for Sales: It’s not just about quotas and $ targets

Mike Boyette

If I said, “Most salespeople aren’t very good at setting or working to goals,” you’d probably think I was crazy. Of all the professions in the world, sales is one of the most numbers- and goal-driven. EVERY rep has some kind of target or quota to aim for — often with bonuses for achieving it…

How much does sales compensation matter?

Mike Boyette

As a sales manager, you try hard to excel. You provide timely training for your people, you make sure they have the tools they need, you motivate them with demanding but realistic goals, and you do your best to coach them through sales slumps. Having done all that, surely you’ve earned maximum esteem from your…

Are you a seller or a leader? Maybe it’s not an either/or

Mike Boyette

Generally speaking, salespeople aren’t trained to think of themselves as leaders as they go about the practice of their craft. Sure, some salespeople exhibit more leadership qualities than others. When you’re trying to figure out how to approach a specific sales challenge, though, you probably don’t think about it as a leadership issue. But what…

Tired of prospect no-shows? Try these 5 techniques

Mike Boyette

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, even though both of you agreed quite cordially on an exact time and date when you first spoke. A good thing to remember is that…

Buyers experiencing remorse need a Dr. Feelgood ― you

Mike Boyette

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 right choice, after all. But that’s not enough to defang buyer’s remorse (which, appropriately, comes from the Latin for “bite back”). In fact, scientific research…

The power of sets: An upsell/cross-sell tactic you can use

Mike Boyette

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 insight that is pretty cool and will work some of the time — notably for up- and cross-selling — please do keep going. Researchers at…

Advance vs. Continuation: Gauging how warm (or otherwise) that prospect really is

Mike Boyette

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 be a lot happier. Problem is, it’s really tough to see inside most people’s heads. They aren’t made out of clear plastic, like the Visible…

2 Reasons to Smile when Selling

Mike Boyette

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.

Want proof that it pays to zip your lip during sales calls? Here’s the data

Mike Boyette

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 than you talk, but new research analyzing more than half a million sales discovery calls backs up the notion with hard data. Top sales performers…