SalesDog Quick Tip

You've finally secured a meeting with an account you've been pursuing for months, only to learn you'll be meeting with a purchasing agent rather than the COO, Manager, etc. Purchasing agents, specifically, are usually interested in one thing - price. So, how do you get them to look beyond the price to the value of your solution? Paul Cherry, a sales training consultant and author, suggests you create value for the purchasing agent by understanding their need to feel appreciated.

"When companies keep a narrow focus on increasing profitability, people can slip below the radar. When the company has a great year, the CEO rarely says, "We owe it all to our purchasing agents toiling down in the basement, saving us 5 cents apiece on widgets," notes Cherry.

He continues, "Many workers you deal with feel overworked and under-respected. All they ask its that you make them look good. Provide them with solutions that'll take paperwork off their desks and keep their bosses happy with them, and they'll be happy with you."

Paul Cherry is the president of Performance Based Results, a sales training and leadership development firm. He has trained and coached over 1,200 organizations in every major industry ranging from family-owned small businesses to leading Fortune 500 companies. He is also the author of the top-selling book, Questions That Sell and the soon-to-be-released Questions That Lead.

SalesDog Quick Tip

Sales advice is filled with admonitions to salespeople to listen more and talk less. Sometimes this is easier said then done. Active listening is an acquired skill. Beyond asking open-ended questions, summarizing and asking for feedback, what can you do to actively listen? Try this tip from tele-selling expert Jim Domanski.

The best way to listen is to listen with a pen in your hand. Take notes. Tell your client that you'll be taking notes as you go. They'll appreciate it. It gives them peace of mind. It suggests to them that you are thorough. They also have a tendency to slow down a bit which makes listening and note taking that much easier.

Write in point form. Don't worry about getting every word in a sentence. If you miss something or you don't understand something, put a circle around it or put a big question mark beside it. When it is time for you to 'investigate' use your notes to guide you. Preface your question with trigger phrases such as, "I have a note here on my pad. You said something about ... and I did not quite get it. Could you elaborate?"

Taking notes is almost a forgotten art, particularly in tele-sales. This is often due to complacency. The rep figures he's 'heard it all before' and the need to jot down notes is not necessary. Big mistake. Writing notes keeps your focus and concentration.

Jim Domanski is the President of Teleconcepts Consulting Inc. and works with companies and individuals who are frustrated with the results they have been getting when using the telephone to generate leads and sales. For more information visit: www.teleconceptsconsulting.com or call 613-591-1998.

SalesDog Quick Tip

It's the beginning of a brand new year. If you're like most salespeople, you've probably made a resolution to work harder to achieve your goals. While we encourage you to do this, we also want to stress that working smarter is even better than working longer. You'll work smarter using this quick tip from sales expert Jill Konrath.

"Always debrief your sales calls," says Konrath. "This is the only way you can get better."

Ask yourself:

• What went well?
• Where did I run into problems?
• What could I do next time to get even better results?

Implement this strategy, and you'll get more effective results.

Today's tip comes from Jill Konrath, Chief Sales Officer of Selling to Big Companies.

SalesDog Quick Tip

Nothing burns a customer more quickly than a broken promise. Don't make promises you can't keep 100% of the time.

Here's an easy way to remember this: Be slow to commit and quick to deliver.
Today's quick tip comes from sales expert Jim Meisenheimer.

Smile All the Way to the Bank!

Telephone Sales Tip -

Use a 5 X 7 mirror positioned next to your telephone to make sure you're smiling throughout the entire sales call. It makes a huge difference. You'll always make more money when you're smiling!

This Salesdog quick tip was brought to you by sales trainer, speaker and coach Jim Meisenheimer, one of 50 top experts featured in Top Dog Sales Secrets. For more great tips, check out his website at www.meisenheimer.com