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 The Selling Essentials Minute, Ep. 8: Feedback! Find the Facts!

The Selling Essentials Minute, Ep. 8: Feedback! Find the Facts!

December 30, 2011 by Michael Boyette

On today’s episode of the Selling Essentials Minute, learn how to get meaningful feedback from your customers without inviting a swarm of negative comments. It all hinges on avoiding the most dangerous question in sales. Watch the new episode to learn what it is and what you can ask instead.

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Thumbnail image for Want to negotiate price with me? Let me tell you how

Want to negotiate price with me? Let me tell you how

December 28, 2011 by Stephen J. Meyer

When negotiating price, the buyer always has a few cards hidden up their sleeve, in the hopes of gaining the upper hand during the sale. Being aware of them can prevent sales reps from making huge, unnecessary concessions. Read on to learn what those secrets are and how they can help you in your next price negotiation.

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Are your prospects naughty or nice?

December 21, 2011 by Michael Boyette

Too many salespeople put all of their prospects on the "nice" list, when in reality more of them should be disqualified and sent packing. Read on to learn why saying "no" to more prospects might lead to more sales.

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Did I hear you right?

December 19, 2011 by Michael Boyette

We hear what we expect to hear. It happens all the time – not only in sales, but in every part of our lives. Read on to learn how sales reps can ensure that what they're hearing matches what buyers are saying.

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Thumbnail image for The Selling Essentials Minute, Ep. 7: Second Sales Efforts

The Selling Essentials Minute, Ep. 7: Second Sales Efforts

December 16, 2011 by tjoneill

Welcome to yet another installment of the Selling Essentials Minute. On today's episode: what can you do after a prospect says "no"? You can admit defeat and walk away, you can push harder, or you can do something to catch the prospect off guard. How? Watch today's episode to find out more.

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Thumbnail image for Referrals: How to ask for them without putting your buyer on the spot

Referrals: How to ask for them without putting your buyer on the spot

December 14, 2011 by Michael Boyette

You've done a great job for your customer. You know because she told you so. But most buyers start feeling uncomfortable when asked to provide referrals. Read on to learn what sales reps can do to help make requests for referrals easier for buyers.

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Why you are a threat to buyers

December 12, 2011 by Michael Boyette

You probably don't like to think of your sales proposals as threats, but buyers can, and often do, see them in just this way. Keep reading to learn why buyers are frequently scared to buy something, and what you can do to help assuage those fears.

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Sales Roundup: December 9

December 9, 2011 by Michael Boyette

On this edition of the Sales Roundup, how to tell if a prospect is feeding you a load of garbage, and when you should have a painfully honest conversation with a prospect. Read on to see some of the best sales blog posts from the web this week.

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Voice mail that gets a callback

December 7, 2011 by Michael Boyette

Most voice mail messages are perfectly professional and inoffensive...and give prospects no reason to call back. So what's a sales rep to do? Read on to learn how you can leave a voice mail that intrigues prospects into wanting to hear more from you.

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"These leads suck!"

December 5, 2011 by Michael Boyette

Research shows that 45% of qualified B2B sales leads will convert to sales. Read on to learn more about the figures, and what it means for your prospecting efforts.

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