"Much like dancing, the fine art of the handshake takes practice," says Michael Dalton Johnson. "Stand before a mirror and extend your hand. Check to see if you're projecting an image of confidence, warmth and enthusiasm. Keep in mind that your handshake reflects your personality, and should be a spontaneous gesture of friendly greeting that comes naturally from within," he advises. "With a little rehearsal, you will develop the ability to tailor your handshake to every situation you face, and each individual you meet."
Excerpted from Top Dog Sales Secrets
Tuesday, August 14, 2007
Monday, August 13, 2007
Got a Sales Question?
We've got the experts with the answers. Submit your sales questions to us and we'll get you an answer from one of our experts. Just click on the "Ask an Expert" link on the right to submit your question. Our expert will contact you directly with an answer. We'll post your question and their answer on this blog so that everyone can learn.
Friday, August 10, 2007
Don't Miss Out on this Special Deal!
Don't miss out on this special offer. SalesDog.com has partnered with three of its experts to bring you even more useful advice.
When you order your copy of Top Dog Sales Secrets you'll receive instant access to these three bonus gifts!
"Attracting More Cutomers: How to Create an Irresistable Elevator Speech" e-book (a $19.95 value) from leading sales strategist Jill Konrath of Selling to Big Companies
Special Report: "The Top 10 Voice Mail Blunders (and what you can do to avoid them)" (a $16.95 value) from telesales guru Jim Domanski of Teleconcepts Consulting
"Handling Objections" a 30-page workbook that teaches you powerful strategies to overcome objections (a $6.99 value) by "The Growth Coach" Dave Kahle.
Get more details here.
When you order your copy of Top Dog Sales Secrets you'll receive instant access to these three bonus gifts!
"Attracting More Cutomers: How to Create an Irresistable Elevator Speech" e-book (a $19.95 value) from leading sales strategist Jill Konrath of Selling to Big Companies
Special Report: "The Top 10 Voice Mail Blunders (and what you can do to avoid them)" (a $16.95 value) from telesales guru Jim Domanski of Teleconcepts Consulting
"Handling Objections" a 30-page workbook that teaches you powerful strategies to overcome objections (a $6.99 value) by "The Growth Coach" Dave Kahle.
Get more details here.
Thursday, August 9, 2007
Ben's Message to Sales Folk
It is fitting that Ben Franklin is on the $100 bill - he's the epitome of hard work and thriftiness. His lessons were immensely popular during his time and still apply to modern salespeople. I've picked some gems to share with you - enjoy!
-Dost thou love life? Then do not squander time, for that's the stuff life is made of. Wasting time must be the greatest prodigality, since lost time is never found again.
-If you have something to do tomorrow, do it today.
-Drive thy business, let not it drive thee.
-There are no gains without pains.
-Keep thy shop, and thy shop will keep thee.
-If you want a faithful servant, and one that you like, serve yourself.
-Dost thou love life? Then do not squander time, for that's the stuff life is made of. Wasting time must be the greatest prodigality, since lost time is never found again.
-If you have something to do tomorrow, do it today.
-Drive thy business, let not it drive thee.
-There are no gains without pains.
-Keep thy shop, and thy shop will keep thee.
-If you want a faithful servant, and one that you like, serve yourself.
Tuesday, August 7, 2007
Cold Calling Demystified
What sales activity do you dread the most? If you're like most sales professionals, it's cold calling. Picking up the phone and talking with a perfect stranger (who has the power to reject you) can strike fear in the heart of even the most confident salesperson.
Fortunately, Wendy Weiss, "The Queen of Cold Calling" (and one of the featured authors in Top Dog Sales Secrets) has outlined 8 strategies to guarantee your cold calling success.
Cold Calling Strategy #1: Make telephone calls
No one will buy from you if they do not know of you, your company/products/services. Every sale has its own cycle. Depending on what you are selling, it could be a short cycle of a day or two, or it could be a long cycle of a year or two. Your call is your introduction and the start of your entire sales process. Without that initial prospecting call, you will not close any sales.
Check out the rest of Wendy's strategies at: 8 Strategies to Guarantee Cold Calling Success
Wendy Weiss is a former ballet dancer who set appointments for clients as her day job. She was so effective, one of her clients dubbed her the "Queen of Cold Calling." The title stuck. When injuries sidelined her dance career, Wendy transformed her day job into a full-time career as a sales trainer, coach and author. Her clients include ADP, Avon and Sprint.
Wendy's the real deal. She has a ton of free resources and terrific training programs on her site. Check it out at http://www.wendyweiss.com/ or e-mail her at wendy@wendyweiss.com
Fortunately, Wendy Weiss, "The Queen of Cold Calling" (and one of the featured authors in Top Dog Sales Secrets) has outlined 8 strategies to guarantee your cold calling success.
Cold Calling Strategy #1: Make telephone calls
No one will buy from you if they do not know of you, your company/products/services. Every sale has its own cycle. Depending on what you are selling, it could be a short cycle of a day or two, or it could be a long cycle of a year or two. Your call is your introduction and the start of your entire sales process. Without that initial prospecting call, you will not close any sales.
Check out the rest of Wendy's strategies at: 8 Strategies to Guarantee Cold Calling Success
Wendy Weiss is a former ballet dancer who set appointments for clients as her day job. She was so effective, one of her clients dubbed her the "Queen of Cold Calling." The title stuck. When injuries sidelined her dance career, Wendy transformed her day job into a full-time career as a sales trainer, coach and author. Her clients include ADP, Avon and Sprint.
Wendy's the real deal. She has a ton of free resources and terrific training programs on her site. Check it out at http://www.wendyweiss.com/ or e-mail her at wendy@wendyweiss.com
Friday, August 3, 2007
"Top of Her Game" Study
Ladies, your opinions are needed! Don't feel left out guys, you can do your part by forwarding it on to the saleswomen in your life.
The Center for Sales Innovation is studying women involved in business-to-business (B2B) sales.
If that's you, your help is needed to:
Identify factors contributing to sales success.
Determine the challenges women face selling to the corporate market.
Find out if women encounter any unique challenges when selling.
It takes about 7 minutes to complete the "Top of Her Game" survey. The results will be used to support initiatives and develop programming to enhance women's success in B2B sales.
The study is co-sponsored by Jill Konrath of Selling to Big Companies and the Center for Sales Innovation at the College of St. Catherine - the largest women's school in the U.S. and one of the few in the country with a sales major.
Take the survey now.
The Center for Sales Innovation is studying women involved in business-to-business (B2B) sales.
If that's you, your help is needed to:
Identify factors contributing to sales success.
Determine the challenges women face selling to the corporate market.
Find out if women encounter any unique challenges when selling.
It takes about 7 minutes to complete the "Top of Her Game" survey. The results will be used to support initiatives and develop programming to enhance women's success in B2B sales.
The study is co-sponsored by Jill Konrath of Selling to Big Companies and the Center for Sales Innovation at the College of St. Catherine - the largest women's school in the U.S. and one of the few in the country with a sales major.
Take the survey now.
Thursday, August 2, 2007
Praise for Top Dog Sales Secrets
This just in:
"The information is strong and the delivery right to the point. This book is equally as important for someone just starting in sales as it is for the accomplished sales professional. From picking up the phone for cold calls to complex negotiations with Fortune 500 firms, this book has something for everyone. If you have not read it, READ IT! If you have read it, recommend it to someone you want to see have a flourishing sales career. Top Dog Sales Secrets is a veritable "field guide" for anyone battling in the world of professional selling. Lastly, the table of contents makes this book a great reference source to keep on your desk or on a shelf in your office."
Mark J. Dougherty
Director, Financial Services
CoStar
Read more praise for the book.
"The information is strong and the delivery right to the point. This book is equally as important for someone just starting in sales as it is for the accomplished sales professional. From picking up the phone for cold calls to complex negotiations with Fortune 500 firms, this book has something for everyone. If you have not read it, READ IT! If you have read it, recommend it to someone you want to see have a flourishing sales career. Top Dog Sales Secrets is a veritable "field guide" for anyone battling in the world of professional selling. Lastly, the table of contents makes this book a great reference source to keep on your desk or on a shelf in your office."
Mark J. Dougherty
Director, Financial Services
CoStar
Read more praise for the book.
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