"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!
Monday, December 31, 2007
Friday, December 28, 2007
A New Kind of Resolution
It's almost time for New Year's Resolutions. Besides the usual resolutions of eating better or exercising, how about making a commitment to helping your customers in any way you can?
I came across this tip from sales expert Dave Kahle, and was immediately impressed by the giving attitude (and how it can help you win more sales!) What a way to start the New Year.
"When a customer goes out of business in your territory, get the home addresses, phone numbers and resumes of your contacts," says Kahle. "When you hear of a position opening up somewhere, let them know about it. Try to help them find jobs in your area. Whether or not they find employment because of you, they will recognize that you tried to help. Keep in contact with them. It is possible that they will surface in a position of responsibility for some other company giving you a great opportunity to leverage your relationship into a new account."
Dave Kahle is president of The DaCo Corporation, a sales training and consulting firm. He is also a high-energy, high-content speaker, with a special gift for engaging his audiences and stimulating people to think. Learn more about Dave by visiting his website at www.DaveKahle.com.
I came across this tip from sales expert Dave Kahle, and was immediately impressed by the giving attitude (and how it can help you win more sales!) What a way to start the New Year.
"When a customer goes out of business in your territory, get the home addresses, phone numbers and resumes of your contacts," says Kahle. "When you hear of a position opening up somewhere, let them know about it. Try to help them find jobs in your area. Whether or not they find employment because of you, they will recognize that you tried to help. Keep in contact with them. It is possible that they will surface in a position of responsibility for some other company giving you a great opportunity to leverage your relationship into a new account."
Dave Kahle is president of The DaCo Corporation, a sales training and consulting firm. He is also a high-energy, high-content speaker, with a special gift for engaging his audiences and stimulating people to think. Learn more about Dave by visiting his website at www.DaveKahle.com.
Thursday, December 27, 2007
Fill the pipeline with real prospects - not information seekers
Here's a helpful quick tip from Chris Lytle, CSP:
Here's the scenario: The meeting ends. The person across the desk tells you, "I'm interested. Call me next Thursday and we can discuss this further."
Many salespeople dutifully note on their calendars to follow up next Thursday. However, top producers know that a real prospect will be willing to schedule the next step. An information seeker will gladly let you take the initiative for chasing him down.
Find out early in the relationship whether you're dealing with a real prospect or an information seeker with the following words: "Since you're interested, I want to ask you to work with me on a calendar basis. That way I'm not chasing you and we're not playing phone tag. Let's get this follow-up call on both of our calendars."
The people who are willing to engage with you - to put you on their calendars - have passed the acid test. They're your real prospects.
"Let's work on a calendar basis." Make this your mantra and you're going to close more sales.
Chris Lytle, CSP, time releases immediately applicable sales advice via the MAX-ATM Automatic Training Machine website. Check it out at www.max-atm.com.
Here's the scenario: The meeting ends. The person across the desk tells you, "I'm interested. Call me next Thursday and we can discuss this further."
Many salespeople dutifully note on their calendars to follow up next Thursday. However, top producers know that a real prospect will be willing to schedule the next step. An information seeker will gladly let you take the initiative for chasing him down.
Find out early in the relationship whether you're dealing with a real prospect or an information seeker with the following words: "Since you're interested, I want to ask you to work with me on a calendar basis. That way I'm not chasing you and we're not playing phone tag. Let's get this follow-up call on both of our calendars."
The people who are willing to engage with you - to put you on their calendars - have passed the acid test. They're your real prospects.
"Let's work on a calendar basis." Make this your mantra and you're going to close more sales.
Chris Lytle, CSP, time releases immediately applicable sales advice via the MAX-ATM Automatic Training Machine website. Check it out at www.max-atm.com.
Wednesday, December 26, 2007
Where is everybody?
It's the day after Christmas and while much of the world is returning unwanted gifts, or sleeping off the eggnog, SalesDog is back on the job.
If you're reading this, I suspect you're working too. Allow me to share a secret I learned from telesales guru Art Sobczak: This week can be the best selling time of your sales year.
Huh? SalesDog, are you barking mad? No one's in. Everyone's gone until after New Year's. What are you talking about?
Think about it: you're not the only one working today. Plenty of your prospects are. Many of their gatekeepers are not there to hold you back. If your prospect is working, he's probably not being distracted by co-workers, his customers, meetings, and reports that are due. He's probably answering his own phone, and has time to talk.
Now is prime time for reaching prospects. They'll be more relaxed and willing to spend a few minutes with you. And, if they're looking for ways to spend money that is still left in their budgets? Well, I think you're getting the picture.
So, stop lamenting, and get dialing. Come back and share some of your successes this week.
Art Sobczak helps sales pros use the phone to prospect, service and sell more effectively, while eliminating morale-killing "rejection." See free articles and back issues of his weekly emailed sales tips at www.BusinessByPhone.com.
If you're reading this, I suspect you're working too. Allow me to share a secret I learned from telesales guru Art Sobczak: This week can be the best selling time of your sales year.
Huh? SalesDog, are you barking mad? No one's in. Everyone's gone until after New Year's. What are you talking about?
Think about it: you're not the only one working today. Plenty of your prospects are. Many of their gatekeepers are not there to hold you back. If your prospect is working, he's probably not being distracted by co-workers, his customers, meetings, and reports that are due. He's probably answering his own phone, and has time to talk.
Now is prime time for reaching prospects. They'll be more relaxed and willing to spend a few minutes with you. And, if they're looking for ways to spend money that is still left in their budgets? Well, I think you're getting the picture.
So, stop lamenting, and get dialing. Come back and share some of your successes this week.
Art Sobczak helps sales pros use the phone to prospect, service and sell more effectively, while eliminating morale-killing "rejection." See free articles and back issues of his weekly emailed sales tips at www.BusinessByPhone.com.
Friday, December 21, 2007
Happy Holidays!
The SalesDog blog will be quiet Monday and Tuesday, as we're closed for the Christmas holiday. We'll be back and blogging on Wednesday, December 26. In the meantime, we wish you and yours the very happiest of holidays.
Thursday, December 20, 2007
Be memorable, and make more sales
I recently came across an article on Entrepreneur.com that got me thinking. Here's an excerpt:
"Every time John Costigan of John Costigan Companies hands out one of his metal business cards with a custom cutout of his own profile, he's giving away $2. But Costigan, whose Cary, North Carolina sales training firm grows yearly, says it doesn't hold him back one second. He estimates that he's gained over $100,000 in business since debuting the cards in 2003. 'Metal represents what my company is - sharp, different, bold,' says Costigan, 43. He hands out a card to every person who takes his class, reasoning, 'The return on investment is more than worth it.'"
What an interesting idea - a subtle marketing message built into your business card. There are so many ways to make yourself memorable - whether with your business card, a thank you note, or simply the way you treat customers.
What are you doing to be memorable?
"Every time John Costigan of John Costigan Companies hands out one of his metal business cards with a custom cutout of his own profile, he's giving away $2. But Costigan, whose Cary, North Carolina sales training firm grows yearly, says it doesn't hold him back one second. He estimates that he's gained over $100,000 in business since debuting the cards in 2003. 'Metal represents what my company is - sharp, different, bold,' says Costigan, 43. He hands out a card to every person who takes his class, reasoning, 'The return on investment is more than worth it.'"
What an interesting idea - a subtle marketing message built into your business card. There are so many ways to make yourself memorable - whether with your business card, a thank you note, or simply the way you treat customers.
What are you doing to be memorable?
Wednesday, December 19, 2007
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.
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