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 Your toughest competitor: The status quo

Your toughest competitor: The status quo

March 9, 2011 by Michael Boyette

In any sale, your toughest competitor isn't necessarily the biggest seller in the industry, or the one with the lowest price. Your toughest competitor is the status quo. Read on to learn how you can use the status quo to your advantage and unseat an entrenched competitor.

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6-CD Car Stereo

How to define value: It's not how much you offer, but how well it fits

March 7, 2011 by Michael Boyette

If you can't define the value of what you're selling, the customer will do it for you, and the results won't always swing your way. It's your responsibility to make sure that customers see the value of your product as it pertains to them. Read on to learn more about how to best articulate value for your buyer.

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Appeal to emotions

To close more sales, speak first to customers' emotions

March 4, 2011 by Michael Boyette

Researchers have found that about 95% of decision making occurs before logic and reason kick in. Rather than appealing solely to the 5% of the brain that uses rational thinking, consider how to reach buyers on this deeper, unconscious level. Read on to learn how to appeal to a buyer's emotional response.

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Thumbnail image for You can't sell a solution unless there's a problem

You can't sell a solution unless there's a problem

March 2, 2011 by Michael Boyette

Even for the best salespeople, it's easy to lose sight of the real objective of a sales presentation. It's tempting to dive in and start trying to solve your buyer's problems right away. But you need to make sure there's a problem you can solve. Read on to learn why selling solutions without problems gets you nowhere.

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Thumbnail image for 10 simple ways to stand out from the competition

10 simple ways to stand out from the competition

February 28, 2011 by Michael Boyette

Are you capable of distinguishing yourself from your competitors? Read on to learn 10 simple things you can do to break away from your "business as usual" competitors.

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Thumbnail image for Workshopping a pitch

Workshopping a pitch

February 25, 2011 by tjoneill

In today's guest post, David Masover explains how real-world experience is the best type of sales training. Read on to learn how practice makes perfect when it comes to developing a sales pitch.

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Driving in the snow

I wish he'd had the guts to upsell me

February 23, 2011 by Michael Boyette

Upselling has a bit of a bad odor among salespeople. Sometimes they think it will make them look greedy or manipulative. But when you fail to give your buyers the opportunity to consider an upgrade, you do them a disservice. Read on to learn why upselling customers isn't always something to be feared.

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Voice-mail #35: Now what should I say?

February 21, 2011 by Michael Boyette

When cold calling sales prospects, when does leaving voicemail go from being persistent to annoying? For one rep, there was no such thing as too persistent. Read on to learn how repeated voicemails and follow-up calls led to the greatest sale of his career.

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Thumbnail image for We weren’t selling what the prospect wanted to buy

We weren’t selling what the prospect wanted to buy

February 18, 2011 by Michael Boyette

Not selling what the prospect needs? No problem. In this true story, one sales rep managed to adjust what they were selling in order to fit what the prospect was looking for. Read on to learn how he succeeded, and what made it his greatest sale.

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Thumbnail image for Negotiating: Who has the power?

Negotiating: Who has the power?

February 16, 2011 by Michael Boyette

Salespeople complain that "the customer has all the power" these days in sales negotiations. That might not be as true as you think. Read on to learn more about why a sales negotiation is an exercise in shared power.

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