In the News

Our publisher, Michael Dalton Johnson, is on the front page of Salesopedia this week. You can check out his article, "Why You're Not Selling," here. His advice is excerpted from the bestselling advice book, Top Dog Sales Secrets. One of these tips is sure to help you sell more this week.

Take a Sales Lesson from a President

No matter what the post office, banks and retail shops may think, today is George Washington's actual birthday. U.S. schoolchildren grow up learning the story of how young George chopped down the cherry tree and couldn't lie about it to his father. The merit of this tale still holds true today, especially for sales professionals.

While most of us would agree that lying to customers and prospective customers is wrong, who hasn't stumbled over the truth when it comes to making promises - promises we're later unable to keep?

Sales coach Keith Rosen asks, "Do you have a hard time telling customers the truth about how long a project may actually take, or cost? Is your schedule frequently overbooked? Have you ever withheld information that you knew your customer wanted or needed to hear because you feared a confrontation, or losing the sale?"

If you answered yes to one or more of these questions, Rosen believes you may be a "yesaholic."

In Top Dog Sales Secrets, Rosen advises, "Being honest about what you know to be true, and sharing this with your customer - even if the customer may not like what you have to say - is the most effective strategy to manage the expectations of your customers and reduce time consuming problems. You will make more money, have happier customers, generate more referrals, and deal with fewer headaches by telling the truth, and learning to occasionally say "no."

So, in honor of our first President, be brave and opt for some truth-telling when necessary today. Your customers will appreciate your candidness and you'll find your relationship will be stronger for it.

SalesDog Quick Tip

As a sales professional, it is vital that you ask about competitors. Most of the time, clients will readily tell you about competitors giving you important information to plan a competitive strategy, and properly position your solution. A small percentage of clients may refuse to answer. For them, a simple acknowledgement like, " I can understand" and then moving the conversation along, works well. Or you can ask, "I know you don't want to share names, but how does (your idea) compare to what else you are hearing?"

Today's quick tip comes from Linda Richardson, president and founder of Richardson, a leading global sales training and consulting firm. This tip was excerpted from Linda's chapter in Top Dog Sales Secrets.

Selling to the Opposite Sex

No one will deny men and women have different ways of communicating - just ask any married couple. The question is - how do you deal with these different styles when selling to the opposite sex? Sales trainer Will Turner has the advice you need to break down the communication barrier and start selling.

If you're a female salesperson calling on a male prospect, focus your talk on goal-oriented activities, tangible accomplishments, or problem solving. Observe and listen rather than processing out loud, and be succinct and bottom-line focused. Be careful not to offer help before it is asked for, as doing so may indicate a lack of trust in his ability. Above all, never force a man to talk if he is not ready.

If you are a male salesperson calling on a female prospect, ask what you can do to help, as she will interpret this as a show of support. Understand that women may process out loud as a way of including others and building relationships. Listen patiently to the stories of your prospect, even when you are anxious to get to the bottom line. Never short-circuit the opportunity to get to know your prospect.

This nugget of sales wisdom was excerpted from Top Dog Sales Secrets, a collection of sales advice of 50 top experts edited by Michael Dalton Johnson. To get your copy plus $2,500 worth of FREE BONUS GIFTS when you buy today, click here.

Close With Confidence

It's hard to know the perfect moment to initiate the close ... if only you were a mind reader, right? In the new book of sales advice, Top Dog Sales Secrets, sales expert Linda Richardson gives you the next best thing to mind reading powers -- advice on how to close the sale confidently.

Perhaps the biggest reason salespeople are hesitant to close is that they are anxious about facing rejection, or shutting down communications. This typically happens when they haven't elicited enough feedback or signals from the client to know if it's safe to close. Most often, they haven't received these closing signals because they haven't asked for them during the call.

Checking is the process of asking for feedback throughout the call. For example, after positioning your message, responding to an objection, or answering a question, ask, "How does that sound?" or "How would that work?" or "What do you think about ...?" Asking for feedback on what you've just said provides critical information, and increases your confidence either to ask for the business, or proceed to the next step. When you fail to check for feedback, asking at the end of the call becomes an all-or-nothing situation.

This nugget of sales wisdom was excerpted from Top Dog Sales Secrets, a collection of sales advice of 50 top experts edited by Michael Dalton Johnson. To get your copy plus $2,500 worth of FREE BONUS GIFTS when you buy today, click here.

Get $2,500 worth of free bonus gifts

TODAY ONLY: Get your copy of Top Dog Sales Secrets plus $2,500 worth of free bonus gifts. You get downloadable e-books, white papers, articles, and reports from top sales and business growth leaders. Details here.

Quote of the Week

"Get over the idea that only children should spend their time in study. Be a student so long as you still have something to learn, and this will mean all your life." -- Henry L. Doherty

The most successful salespeople view sales as a never-ending learning process. If you're committed to making more sales in the New Year why not make a resolution to study your craft for a few minutes every day?

We're here to be your expert resource for sales advice - so take advantage of it! Click through our resources section, ask questions in our blog, contact our sales experts, order our book, read the newsletter and discuss it with your colleagues or manager.

We'll be back on Wednesday, working with you towards sales success. Happy New Year!

SalesDog is in the news

Our new sales advice book, Top Dog Sales Secrets, was just reviewed on ebiztutors.com. This site is a great resource for businesses looking to grow, so we're excited to be recommended by their editors. You can read the review here.

Help for Last-Minute Business Gift-Givers

If you're scrambling to get a gift into your customer's hands before they take off for the holidays, relax. "Think New Year's" suggests SalesDog.com Managing Editor Tina LoSasso in the new sales advice book, Top Dog Sales Secrets.

Get the cards in the mail. Then send an appropriate New Year's gift. Think pens, desk clocks, or paperweights, packaged with noisemakers and streamers. Timing your gift to arrive right before New Year's is a great way to stand apart from everyone else.

When is a gift not a gift? When it comes with your company's logo on it. Save the logo-embossed pens, paperweights, mouse pads and calculators for trade shows. And gift certificates from your own company are not really gifts. They're promotions that make you look stingier than Scrooge. Instead, send a gift certificate from a national department store or ecommerce site. Many sites offer corporate gift certificate programs.

Remember, everyone gets a card. All clients, large and small, should receive a holiday card. Avoid religious themes. Stick to "Happy Holidays" or "Season's Greetings" and again, no advertising. Resist the urge to add your company logo or business tagline on a greeting card.

Tina LoSasso is Managing Editor of SalesDog.com and a contributor to the new sales advice book, Top Dog Sales Secrets.

Need a Quick Gift for your Sales Team?

Books make great gifts because of their high perceived value. Here's one that will help your sales team close more, and earn more: Top Dog Sales Secrets. Jeffrey Gitomer says, "One of these top dog secrets can earn you a fortune."

"It's like reading the best ideas from 50 sales books all in one book," says Michelle Nichols, Savvy Selling International.

Top Dog Sales Secrets belongs on the desk of every member of your sales team. You can still get copies in time for the holidays. When you order in bulk you receive a discount and free shipping. Click here for details.

Five Business Gift Giving Mistakes to Avoid this Holiday Season

Anyone braving the shopping malls during the holiday season knows that finding the perfect gift for family or friends is not easy. Business gift giving can be even more challenging. "Choosing the right business gift actually requires more time and thoughtfulness," says Tina LoSasso, Managing Editor of SalesDog.com, in one of 80 sales lessons in the new business book, Top Dog Sales Secrets. LoSasso identifies five common business gift-giving gaffes:

Quality trumps quantity. "A small box of exquisite, handmade truffles will be appreciated far more than a big box of run-of-the-mill chocolates," LoSasso advises. "If the head honcho at your biggest account is a wine connoisseur, remember, it's far better to send one bottle of the very best than several ordinary bottles he'll never uncork."

Reject run-of-the-mill. Shun the ho hum food baskets and opt for a more memorable gift. "Check your client notes," suggests LoSasso. "What are his hobbies? Does he golf, cook or play sports? If your client, the gourmet cook, is still raving about the meals he enjoyed during his vacation in Tuscany, send him a beautifully illustrated regional cookbook. Your gift, and you, will be remembered far longer than a generic tin of cookies."

Don't even think of advertising. "Sending gifts with your company's logo on them makes you look stingier than Scrooge," says LoSasso. "Save the logo-imprinted pens, paperweights, mouse pads and calculators for your next trade show. Instead, send a gift from your region of the country: Ghirardelli chocolate from San Francisco, smoked salmon from the Northwest, citrus from Florida or California or barbecue sauce from Texas."

Beware of booze. "Alcoholic beverages are usually risky business," warns LoSasso. "The one exception is when you know someone loves a certain brand of rare Scotch, a particular wine, or a regional microbrew. Never send a bottle of champagne to that key account in Salt Lake City, or for that matter, frozen steaks to your customer who is a vegetarian. Don't laugh - it happens."

The gender trap. Gender differences present their own gift-giving dangers. While it is generally acceptable for a saleswoman to send her stressed-out women clients personal items, like lotions or a spa kit, salesmen should not be so familiar. "Sorry guys," says LoSasso. "You're not in the club."

LoSasso's advice is excerpted from the bestselling book, Top Dog Sales Secrets, authored by 50 renowned sales lecturers, consultants, and corporate trainers.

The Power of a Hand-Written Note

Yesterday we started the week with a reminder to extend this season of thanks with gratitude to those who play a part in your sales success. Your customers certainly play a big part in your sales success - why they define it. Sending a hand-written note of thanks is an ideal way to express your gratitude.

"The true power of the handwritten note is that it is personal," says sales trainer Tom Richard. "Think of the people who send you handwritten notes. Mostly family and friends, right? Receiving a handwritten note from you is as comforting and pleasant for your customer as hearing from an old friend. It does more than just say 'thank you' for the meeting, lunch, phone call or referral. It sends an important message about you, and how you like to conduct business."

"If you think sending handwritten cards is a lot of work, you're right. That's why your competitors aren't doing it. In today's selling world, success depends on separating yourself from the competition every chance you get."

Just think: a few minutes and a stamp can help you grab your prospect's attention, maintain strong customer relationships, and make someone feel special. Why are you waiting?

This advice was excerpted from Top Dog Sales Secrets. Tom Richard is an author and sales trainer. Learn more about him at www.TomRichard.com

No trust

This week we're looking at the five obstacles to any sale as outlined by legendary sales trainer Zig Ziglar: no need, no money, no hurry, no desire, no trust. Today's obstacle: "no trust."

To overcome a lack of trust, you must first realize that most prospects don't know you and may never have even heard of your company.

Here's a tip from Michael Dalton Johnson, Editor of Top Dog Sales Secrets that should help:

"All things being equal, who do you think your prospect is going to buy from: the company he has known for years, or you, the new kid on the block?" asks Johnson. "Allay his fears by providing him with current customer lists (including contact names and numbers for some of your accounts), testimonial letters on your customers' letterhead, documented case histories, and press coverage. A referral from someone he knows and respects will swing doors wide open."

There you have it: expert strategies and tactics to overcome the five basic obstacles to any sale. Now put this knowledge to use and make more sales!

The thrill is gone

Zig Ziglar says there are five obstacles to any sale. Today we investigate the fourth obstacle -- no desire.

You probably recognize "no desire" in the form of brush-offs, "we're happy with our current supplier," prospects gone AWOL, and price objections. Why? When prospects don't see the value of your product or service, they have no desire to do business with you - or buy your product at any price.

Julie Thomas, CEO of ValueVision Associates says that your challenge as a salesperson is to help prospects recognize the value of your product, so that your sales campaign ends up on their short list of must-have purchases. Only after you have identified the critical business issue, its underlying problems, and the value of solving these problems, are you in a position to help the prospect move your solution to the top of the list of must-have purchases.

Every problem and business issue has a cost or impact. The challenge is to help the customer see the value from his perspective, not yours. This means asking questions such as:

--How much time do you spend chasing inventory information?
--How much delay does that cause, and how does that translate to revenue production?
--How does this affect you? Are you impacted by this personally?

Once you've established value, you'll discover that "no desire" is no longer an obstacle.

This advice was excerpted from Top Dog Sales Secrets. Julie Thomas is president and CEO of ValueVision Associates.

Creating a sense of urgency

Zig Ziglar said, "Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust."

Today we're looking at the "no hurry" obstacle. You know the problem. Your prospect has an acknowledged need. You have the solution. They have the budget. But, they're just not moving forward.

In this situation, "Clients often need a little prodding to overcome their lack of urgency," says speaker and consultant Mike Schultz who advises that you:


Ask yourself, "What won't happen?" By the end of the sales process, you should have a very clear idea how your services will provide value to the prospect if he buys. Your next step is to get the client to understand the implications of not choosing to engage your services. Start by building a case (to yourself) for the negative implications if the client chooses not to solve the problem or address the issue using your services.

Ask the client, "What won't happen?" At the appropriate time in the sales process, ask the client, "To help me understand your situation so I can craft the best solution for you, can you give me a sense of what will happen if you choose not to move forward in this process and engage our services?" Like a good trial lawyer, you already know from your earlier analysis what those implications will be. However, the point is to get the client to state those implications out loud, in his own words.

Quantify the results. Just as you quantify the benefits and value of moving forward, quantify the implications for the customer of not moving forward. Make sure your case is clear before going on to the next step.

Demonstrate the results. When demonstrating your value in the presentation or proposal, also demonstrate the value of the "What won't happen?" analysis. For example, suppose you demonstrate that revenue will go up by 3% and customer retention 20% if they purchase your service. Now show them the flip side. Demonstrate that if they choose not to go forward, revenue will stagnate or drop and customer retention will drop by at least 5%.

"By employing a 'What won't happen?' analysis in your sales process, you will find a consistent increase in the sense of urgency of your clients, resulting in measurably increased closing rates," says Schultz.

Give his advice a try and let us know how this strategy works for you!

This advice was excerpted from Top Dog Sales Secrets. Mike Schultz is principal of Wellesley Hills Group.

Come back tomorrow to find out how to deal with the "no desire" obstacle.

Sales Obstacles

"Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust." --Zig Ziglar

Wise words from a sales training legend. This week we'll look at how to overcome each of these selling obstacles.

Today's obstacle: "no need"
"For many sales reps, getting prospects to open up and reveal their real issues, challenges and concerns early on is the most difficult part of the sales process," says telesales trainer Jim Domanski. "Without this critical information, the rep has no clear direction in which to take the sales call. As a result, demonstrating clear and compelling value to the prospect becomes almost impossible."

"When you probe for needs most prospects are reluctant to divulge areas of pain. This is understandable. Because you're a stranger, they feel a natural hesitancy to open up the floodgates and spill all their issues. On another level, some prospects don't want to admit to anyone that they have a pressing problem."

Domanski advises reps to use a scenario selling technique which makes it easier for reps to ask the tough questions, and prospects to respond. "Scenario selling is formulaic, and divided into two parts," explains Jim. "The rep creates a scenario as a pretext for asking a sensitive question. Next, the rep uses an open-ended trigger phrase such as, 'What has been your experience?' that invites the prospect to elaborate."

Here are two examples:

"Ms. Bixby, much of our client research shows that cash flow is sometimes an issue, particularly with the fluctuating price of oil. Let me ask you - what has been your experience with cash flow over the last year or so?"

"Mr. Edgerton, one of the things we've learned with new practices is that marketing their services is a challenge, because the owners are doctors and not marketers. Let me ask, what has been your approach to marketing, and what type of results have you been experiencing?"

To implement this technique, Domanski suggests strategizing with your manager or fellow reps. Develop a scenario or two that highlights common points of pain. Script your scenario and trigger phase and then practice until they flow naturally. Now deliver and watch the impact on your sales!

This advice was excerpted from Top Dog Sales Secrets. Jim Domanski is president of Teleconcepts Consulting.

Join us again tomorrow as we tackle the "no money" obstacle.

Don't take our word for it...

Renowned sales trainer and bestselling author Jeffrey Gitomer is recommending Top Dog Sales Secrets. You know Jeffrey as the author of the popular Little Books including the current bestselling Little Green Book of Getting Your Way.
Here's what Jeffrey wrote about Top Dog Sales Secrets:
"Michael Dalton Johnson has compiled these strategies, tips, and secrets for you to add to your sales bag of success. One of these top dog secrets can earn you a fortune."

If you're ready to earn your fortune, click here.

Set yourself up for cold calling success

We know cold calling is tough. So make it easier on yourself by avoiding this Cold Calling Don't from telesales expert Art Sobczak of Business By Phone:

Don't send information before the cold call.
Busy decision-makers toss bulging packages of unsolicited literature with letters straight into the trash (or hopefully, recycling). No matter how many times you send that package, they're not going to open it. Therefore, starting a cold call with, "I sent you a letter, didja get it?" almost never elicits a favorable response.

What should you do instead?

Use an interest-creating opening for your next call, advises Sobczak. Here's his example that you can adapt to your business.

"Ms. Bigg, I'm John Brown with ABC Company. My company specializes in (fill in with the ultimate result customers want and get from you, for example, helping garden centers generate more business during the off-season). Depending on what you're doing now, and your objectives, this might be something worth taking a look at. I'd like to ask a few questions, to see if you'd like more information."

Give this advice a work-out this week. You'll be glad you did!

This advice was excerpted from Top Dog Sales Secrets. Art Sobczak is a popular telesales guru. Visit his site at http://www.businessbyphone.com

Expand Your Business With Each Customer

Yesterday, Dr. Tony Alessandra showed us how to use a periodic client review to gauge a client's level of satisfaction. Today, he shows you several ways to expand your business through your customers.

• Referrals within their company. Whenever you talk to clients, keep one eye open for clues that indicate needs within their company, for example, a new office or branch that may need your product or service. Ask your customers for a referral, either verbally or in writing.

• Sell more of the same. While servicing an account, suggest that they buy more if you see they have the capacity to use larger volumes of your product. Under no circumstances, though, should you try to sell them more if they do not need it.

• Sell additional products or services. If you see a need, offer new products and services to your present customers. If they like your original product, they will listen to your ideas about expanding into other products.

• Upgrade your clients. If a client uses a medium-priced product, you may be able to upgrade him to a higher-priced, higher-quality product, especially if his company is growing and its needs are changing. For example, a company using a copying machine may need one with more capabilities, such as photo-reduction and collating. If you are aware of their increased needs, suggest the upgrade - before your competitor does.

Exert the extra effort to keep your customers completely satisfied, and you will reap the rewards - with their repeat business and with their referrals.

Tony Alessandra is a contributor to Top Dog Sales Secrets. He has authored 17 books translated into 49 foreign language editions, recorded over 50 audio/video programs, and delivered over 2,000 keynote speeches since 1976.

Earning Repeat Business

We mentioned yesterday that this week is all about growing your sales through repeat business. Dr. Tony Alessandra shares his tips below to keep your customers satisfied and returning to you time and again.

"Annual or periodic client reviews provide a valuable tool for looking at the activities of an account, an industry in general, competitors, company strengths and weaknesses, and so on," says Alessandra.

"This special meeting will give you feedback about your customer's level of satisfaction, and provide an opportunity to introduce new products or services. It will also convey that you care, and strengthen the trust bond between you."

To set the stage for an effective meeting:

1. Arrange a breakfast or lunch meeting at your customer's convenience.
2. Select a place that is well-lit, and conducive to conversation.
3. Invite all the necessary participants on the account. If there are two buyers, invite them both.
4. Bring all records necessary to discuss the previous year's business.
5. Allow an adequate amount of time for the meeting.
6. Be prepared and organized. Know what you want to talk about, and proceed in a logical manner. Take notes if necessary, and send a typed copy to the participants within one week after the meeting.
7. Listen carefully for implied needs and concerns.
8. Reiterate your desire to be of service and to maintain an open, trusting relationship.
9. During your conversation, look for opportunities above and beyond the client's immediate horizon. Ask for referrals and letters of testimony if appropriate.
10. After the review, offer a new idea, service, product or special promotional offer. This is an excellent opportunity to spark interest in something new.

Follow Dr. Tony's tips and your clients will be impressed with your service - and reward you with repeat business.

Tony Alessandra is a contributor to Top Dog Sales Secrets. He has authored 17 books translated into 49 foreign language editions, recorded over 50 audio/video programs, and delivered over 2,000 keynote speeches since 1976.