The number one enemy in sales prospecting: Buyer Inertia

Michael Boyette

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.

Let gatekeepers help you when sales prospecting

Michael Boyette

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.

How to discover impostors when recruiting sales talent

Michael Boyette

Hiring good sales talent is difficult because people attracted to sales positions usually know how to sell themselves. But just because candidates have a good pitch or know the lingo doesn’t mean they can sell your product. Read on and learn the one interview technique that can separate the sales players from the sales “wannabes.”

A cold calling solution that might work

Michael Boyette

Prospects instantly put up their defenses when confronted by a brash, overconfident cold caller who knows nothing about them, their business or their problems. Adding a little humility to your pitch might make them a little more open to your solutions. Read on to learn how this cold calling solution can help you disarm prospects and increase sales.

A sales technique for selling to CEOs: Learn to speak “executive”

Michael Boyette

To successfully sell to CEOs you need to speak their language. CEOs think and speak about business problems in a unique way. Sales masters understand this and adapt their communication to get and keep the attention of top executives. Learn a simple but effective sales technique you need to get in the door and close the sale with CEOs.

The high cost of not calling in sales prospecting

Michael Boyette

Why do 20% of the sales pros get 60% of the sales? Because 80% of sales pros don’t follow up on their leads. Sales stars have one vital quality: persistence. Read on and learn their secrets to prospecting success.

Is your sales management style killing results?

Michael Boyette

When it comes to effective sales management, consistency isn’t the key. Different sales challenges require different management styles. However, too many managers use their tried-and-true management style for every sales problem – and that doesn’t work. Read on to learn when it’s best to use each of the six sales management styles.

My Greatest Sale: I refused to make a sales presentation

Michael Boyette

Sales are seldom won by a great sales presentation. They are won by sales pros who know how to build a foundation for a business relationship. In this Greatest Sale, learn how one sales pro turned a standard sales presentation into an opportunity to win a long-term spot on the prospect’s team.

Time your upsell correctly and the rewards outweigh the risks

Michael Boyette

There is a brief window of opportunity to upsell. Hit this and you’ll be able to add value to your prospect’s purchase while increasing your sales revenue. Miss the window and you’ll both kill the sale and the trust you have worked long and hard to build. Read on and learn when and how to upsell your product.

The awesome power of choice

Michael Boyette

You must choose to be successful in sales. The choices you make about your attitude, planning, and your performance will make or break your career. Sales pros who choose to exceed prospect expectations will be the ones who consistently close sales. Read on and discover how to make the right calls on the path to sales success.

Why great sales presentations can kill a sale

Michael Boyette

A great sales presentation can actually cost you the sale. For the prospect, it may be a blast to watch. But is your sales presentation designed to entertain potential clients or drive sales prospects towards a buying decision? Read on to discover the one key question you need to ask every time you prepare a sales presentation.