May 28, 2010 11:01 amPublished by Michael BoyetteLeave your thoughts
Keep the sales process moving. Get your prospect to think “backwards” from their goal. You can focus on your prospect’s goals by showing them the process it takes to reach their intended benefit. Read on and learn the sales techniques that move a prospect forward by thinking backwards.
May 26, 2010 11:59 amPublished by Michael BoyetteLeave your thoughts
Buyers don’t want everything you sell; they want solutions to their unique problem. They want to find a solution quickly and on their terms. Learn how the sales techniques that quickly discover and solve a buyer’s critical need adds customer value to every sale.
May 17, 2010 11:00 amPublished by Michael BoyetteLeave your thoughts
What’s the best way to end a call when you know you’re not going to be able to close the sale? Top sales professionals realize that it’s critical to end them with momentum that helps you come to a close the next time you talk. Here’s a powerful, three-step process that will transform the way you end calls – whether in person or over the phone – and sets your prospects up for the sale.
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 12, 2010 11:01 amPublished by Michael BoyetteLeave your thoughts
The Five Whys Technique for sales prospecting uncovers the buyer’s true needs. These questions rely on a “threaded conversation”, where your future questions build on the answers to previous questions. Read on to learn how The Five Whys can help you close more sales.
April 2, 2010 11:01 amPublished by Michael BoyetteLeave your thoughts
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.
March 31, 2010 8:00 amPublished by Michael Boyette2 Comments
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.
March 26, 2010 11:30 amPublished by Michael Boyette10 Comments
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.
February 1, 2010 2:32 pmPublished by Michael BoyetteLeave your thoughts
Sales prospects respond better when you focus on one topic. The key to being an effective communicator is to pick the RIGHT topic to concentrate on in your sales presentation.
February 1, 2010 2:18 pmPublished by Michael BoyetteLeave your thoughts
After years of negotiating with salespeople, I started to notice something about my own behavior: The harder a salesperson worked to get my business, the less likely I was to push back on price.
