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…

Ten Commandments of effective selling

Michael Boyette

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.

Qualifying prospects: Interview them like you would a job applicant

Mike Boyette

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, they’re concerned not to waste time on somebody who’s never going to buy. You can’t eliminate this mental conflict entirely. It goes with the territory,…

Beware of these 7 ways you might unintentionally confuse buyers

Mike Boyette

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 up about how another organization, one with which we don’t compete, had. This fellow had been a customer of Organization X for several years. He’d…

Negotiations getting personal? Try these 5 tactics

Mike Boyette

The real goal, assuming the buyer isn’t just cranky or having a bad day, is to knock you off your equilibrium and soften you up for concessions. How can you counter such tactics so as to reestablish your power and get the negotiation back on course?

Ep. 26: Complex Sales: The Talker

Michael Boyette

When working on a big sale, it helps to have someone on the inside who can sing your praises to the decision makers. So how do you find that person? Watch the new Selling Essentials Minute to find out.

Don’t let a buyer — even an important, busy one — keep you waiting

Mike Boyette

It’s probably happened to you; it certainly has to me. You’ve finally gotten a meeting with that extremely busy buyer, after waiting three weeks for her to clear 45 minutes in her schedule. Now, though, you’re sitting there, 10 minutes after your session was supposed so start, and time keeps ticking by. Her assistant assures…