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.

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Two 'Illogical' Sales Influencers

June 18, 2010 by Michael Boyette

Relying on common sense and logic can be dangerous in sales presentations. Faced with a tough call, buyers will tend to abandon reason and come up with irrational ways of making a decision. Learn two common illogical influencers that can ruin a potential sale.

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Scales for Sales

Are you as close as you think to closing that sale?

June 16, 2010 by Michael Boyette

It's not always easy to determine how interested your prospect really is in buying your product or service. Sometimes a sale comes from someone you least expect, and other times a sure thing falls through. But asking one simple question can go a long way in finding how just how close you are to closing that sale. Find out what it is.

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Selling to a CEO

Selling to the ultimate decision maker: focus focus focus

June 14, 2010 by Michael Boyette

A CEO's attention span is measured in seconds. Time is their most valuable resource. If you're pitching a sale to the top decision maker, you need to center your discussion around the single most important thing to them. A focused, precise meeting is the key to winning over a CEO.

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Don't lose your customer's confidence in price negotiations

Please don't offer me a price concession

June 11, 2010 by Michael Boyette

Don't be too quick to offer a concession during your price negotiations. Doing so can cause your buyer to lose confidence in you and your product. Gain a prospect's trust by understanding and solving their business problems. Read on and learn why standing firm on price can actually build customer confidence and win you more sales.

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Arguing Over Price

In sales negotiations, don't be too quick to solve your buyer's problem

June 9, 2010 by Michael Boyette

During sales negotiations, buyers often attempt to push their "problems" on to the seller. Most commonly, they say something like, "I need you to cut your price by 10%." But if your price is fair, it's a "problem" you may not want to solve. Find out how to spot the warning signs that a customer is trying to make their problems yours.

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Delaying the Sale

What to say when the buyer won't commit

June 7, 2010 by Michael Boyette

Stuck on a customer who just doesn't want to move forward with the sale? Prospects who stall are sending you a message. Read on to learn what they're trying to say, and what you can do to get around it and close the deal.

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Selling Different Types of Soap

My Greatest Sale: 'Don't try to kid me – soap is soap'

June 4, 2010 by Michael Boyette

"My buyer only cares about price." We hear it from sales professionals all the time, but it's a copout top sellers just don't accept. They know that they must show buyers why price isn't the only consideration. Check out this true story of how a sales pro beat back sales objections and showed the real value in his product.

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The second most important question in sales prospecting

The second most important question in sales prospecting

June 1, 2010 by Michael Boyette

Go beyond the "tell me about your needs" sales prospecting conversation. Get the vital information that quickly allows you to provide a better solution to your buyer's critical problems. Read on and learn how to rapidly uncover your sales prospect's true needs with the "Five Whys" sales prospecting technique.

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Backward sales techniques move a stuck sale forward

"Backwards" sales techniques can move a stuck sale forward

May 28, 2010 by Michael Boyette

Keep the sales process moving. Get your prospect to think "backwards" from their goal. You can focus on your prospect's goals by showing them the process it takes to reach their intended benefit. Read on and learn the sales techniques that move a prospect forward by thinking backwards.

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Focus your sale: Sales techniques that identify and solve a buyer's critical need

Focus your sale: Sales techniques that identify and solve a buyer's critical need

May 26, 2010 by Michael Boyette

Buyers don't want everything you sell; they want solutions to their unique problem. They want to find a solution quickly and on their terms. Learn how the sales techniques that quickly discover and solve a buyer's critical need adds customer value to every sale.

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