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Michael Boyette
Michael Boyette is the Executive Editor of Rapid Learning Institute. You can connect with him via Twitter at @TopSalesDog or read his sales blog, the Top Sales Dog.
Prospecting requires discipline — and time. And since there a million demands on our day, routinely blocking out time each week to make those prospecting calls is a great way to stay organized.
Let’s say you make your prospecting calls on Tuesday mornings. Every Tuesday you grab a cup of...
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Sometimes buyers are just wrong. Dead wrong.
They think your price is too high when it’s average for your market. They think a lousy competitor can give them better value. They think your product is underperforming when it’s really a success.
You know the customer is wrong. But what can you...
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In a busy shopping mall, a researcher posing as a panhandler approaches passersby, asking them for bus fare. Most say no. A few say yes. But when the researcher adds a short phrase after his request, a remarkable thing happens: Twice as many people give him money.
If you think your sales job is...
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Will Rogers once said, “It isn’t what we know that gives us trouble—it’s what we know that ain’t so.”
There’s plenty of “what we know” in sales. Unfortunately, much of it is based on anecdote, theory and belief—not evidence. And some of our most cherished beliefs, it turns out, just ain’t...
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Next time you check the prospects in your pipeline, or do some pre-call research, think about how smart they are. It’s a safe bet most are college educated, many with MBAs. They didn’t get where they are by making a string of boneheaded mistakes, did they? Of course not – neither did you. Today’s...
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