Don’t let a buyer — even an important, busy one — keep you waiting

Dave Clemens

It’s probably happened to you; it certainly has to me. You’ve finally gotten a meeting with that extremely busy buyer, after waiting three weeks for her to clear 45 minutes in her schedule. Now, though, you’re sitting there, 10 minutes after your session was supposed so start, and time keeps ticking by. Her assistant assures…

Dang! Mild swearing can make you more persuasive! Who the heck knew!

Dave Clemens

Ask 100 sales reps whether you should swear during conversations with customers, and probably 99 would say, “No way.” And it’s true that turning the air blue is not the best approach if you want to get the sale. R-rated content is best left for the movies. But you may surprised to learn that several…

With difficult customers, do this anyway

Dave Clemens

Think back to a time when you got off the phone with one of your difficult customers who finally turned you down for the sale, after protracted discussions, or when you left their office. You probably felt something like, “Well, at least I won’t have to deal with that ball of aggravation anymore.” That’s the natural…

How to get close to customers — but not too close! — via social media

Dave Clemens

Want to creep your customers out by employing social media as a sales tool? There’s an app for that. No, seriously, there’s not really an app. But it’s all too easy to come on like a stalker if you misuse social media in your sales efforts. And, needless to say, most customers don’t react well…

How to start off with buyers when they already know a lot about you

Dave Clemens

As selling has evolved, so too has the role of the salesperson — and buyers. Long gone are the days when a rep could hope to get by as a mere order-taker. And the days when anyone can make a living by being a “talking brochure” — a reciter of a product’s features and benefits…

Want to lose sales? Try the end-of-period, desperation close

Dave Clemens

Let’s face it: Sales is a numbers-driven occupation. The sales rep — or sales manager — who can afford to ignore quotas, targets and goals is a rare bird indeed. But as you might suspect, when you allow yourself to become entirely numbers-driven, you’re setting yourself up for some big mistakes. Proof of that point,…

Training your reps, sure – but what about you?

Dave Clemens

If you’re a wise and conscientious sales manager, you probably make sure your reps get regular, focused training in the skills they need. But how about yourself? Data compiled by the sales consultancy Miller Heiman tells a surprising story. It suggests that sales managers may not in fact be getting the learning opportunities they need…

Your prospect’s in a bad mood — what now?

Dave Clemens

We’ve all had the experience: We’re prospecting, and when the guy we’re looking for answers, he’s obviously not thrilled to hear from us. He audibly sighs when we say who we are. Or he raps out stiffly, “How can I help you?” Or hisses, “Yessss” in a tone that suggests you’d be more welcome if…

We put the old Dog out. But we have some new tricks

Michael Boyette

Dear Subscriber: As a loyal follower of Top Sales Dog, you’ll notice some significant changes in our blog. Perhaps the most obvious change – an especially poignant for me – is that we’re retiring the “Top Sales Dog” name. As the first editor of the blog, which launched in 2010, I’ve always had a soft…