Top Sales Dog

Get real-world sales ideas from top practitioners – field tested, practical tips and techniques that will help you prospect more effectively, close more sales, retain more customers, deliver more value and earn more money.

Thumbnail image for Three prospecting secrets from Sun Tzu’s ‘Art of War’

Three prospecting secrets from Sun Tzu’s ‘Art of War’

May 21, 2012 by Michael Boyette

So you think the stakes are high in selling? Consider the battlefield, where one false move can cost life or limb. In fact, you can learn a lot from the legendary Chinese general of two thousand years ago, Sun Tzu. Read on to learn what his classic book The Art of War can teach you about prospecting.

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Thumbnail image for The devil is in the details: Five deal-killing communication traps

The devil is in the details: Five deal-killing communication traps

May 18, 2012 by Michael Boyette

Sometimes sales reps fall into the habit of saying things that make them miss opportunities, put another person on the defensive or unintentionally create a negative image. Here are phrases and habits that you can avoid or alter to become more persuasive.

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Thumbnail image for Angry customers: It’s not yelling. It’s a cry for help.

Angry customers: It’s not yelling. It’s a cry for help.

May 16, 2012 by Michael Boyette

There’s only one thing you need to remember when a customer flies off the handle: It’s a cry for help. Angry as they are, they harbor some hope that you are the person who can help them.Read on to learn what you can do to make the most out of a call from an angry customer.

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Thumbnail image for ‘Get lost,’ the prospect told me

‘Get lost,’ the prospect told me

May 14, 2012 by Michael Boyette

In this greatest sale, a sales rep manages to get past the prospect's initial refusal to talk and offers a compelling reason to switch vendors. His experience in getting past the initial "no" can help you in your future sales. Read on to learn how he did it, and what to take away from his success.

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Thumbnail image for Key to maximum profit: Your customer’s price-tolerance ratio

Key to maximum profit: Your customer’s price-tolerance ratio

May 11, 2012 by Michael Boyette

Every customer has a price range where he or she is willing to make a decision without any further thinking. Knowing your customer’s PTR is critical, yet salespeople fail to comprehend the obstacle that not knowing it presents. Read on to learn how to establish where your customer's PTR is.

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Thumbnail image for To buy … or not to buy

To buy … or not to buy

May 9, 2012 by Michael Boyette

Purchase anxiety is common in high-stakes sales. Fortunately, it’s a temporary condition. With the right approach, you can help your buyer deal with it and move on. Read on to learn what that approach is, and why other techniques can be disastrous.

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Thumbnail image for Six ways to make sure you learn as much as you can from lost sales

Six ways to make sure you learn as much as you can from lost sales

May 7, 2012 by Michael Boyette

There’s nothing quite like the feeling of closing a sale. Whether it’s large or small, salespeople celebrate first and then try to understand why they won so they can replicate their success. But there's much more to be learned from losing. Read on to learn what you can do to maximize the lessons learned from lost sales.

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Thumbnail image for How to win in negotiations without alienating your buyer

How to win in negotiations without alienating your buyer

May 4, 2012 by Michael Boyette

You can’t do it for every sale, but if you approach every sale with a negotiating mindset, you will increase your sales numbers over time. Here are four negotiation habits to cultivate.

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Thumbnail image for Looking for a few good prospects

Looking for a few good prospects

May 2, 2012 by Michael Boyette

When cold calling, there's a way to get past that initial "no" without alienating a prospect. Read on to learn what it is, and how you can use it to get seemingly disinterested prospects to give you a chance.

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Thumbnail image for Research: Personal sales goals really do make a difference

Research: Personal sales goals really do make a difference

April 30, 2012 by Michael Boyette

If you’re in sales you’re results-oriented by definition. And you probably set goals for yourself. So we’re not going to preach to you about the need to set goals. But some interesting academic research that shows a link between goals and results. Read on to learn what this research suggests and why it can help you.

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