Tips, Rips, and Reviews
By Michael Dalton Johnson

Leadership Tip

If you are in business, you are in sales.

Entrepreneurs and small business owners often focus exclusively on what they believe are the essentials. Well-thought-out business and marketing plans are created. Product development and distribution strategies are conceived. Projections are made. And when the work is done, a blueprint for a business machine has been built. However, often not much thought has been given to the power source needed to run it.

Few people will disagree with the old adage, "Nothing happens until a sale is made." Still, this elementary truth is not always the first consideration in building a business.

The sales department is often underappreciated and overlooked despite the obvious relationship between sales and success. It seems to be forgotten that sales keep the lights on, pay the rent, and make payroll.

Businesses don’t make money on what they produce; they make money on what they sell. A company with a mediocre product but a firstrate sales team will outsell a company with an excellent product and a mediocre sales team.

Many otherwise savvy businesspeople have a bad opinion of salespeople and look at sales as a "necessary evil." Selling is much more complicated and takes more skill than many imagine.

Selling requires prospecting, pitching, negotiating, closing, and more. It’s both art and science and demands an understanding of the dynamics of the human mind and how to influence the forces that inform decision making.

You will be well served to learn more about selling because not only is it key to your success, but it is the primary means by which your company puts on a human face and meets the outside world.

Convert Leads Faster

Humans have been hunter-gatherers for 99% of their history

It was 33 years after toilet paper was invented in Green Bay, Wisconsin, that it could finally be advertised as "splinter free."

Steve Jobs was half Syrian. His annual salary as CEO of Apple was $1


Jill Konrath is offering a birthday gift for you. Your birthday? No, her birthday! The gift is a thought-provoking Ebook entitled Intelligent Conversations and begins with a letter from a fictional (but typical) prospect telling you how to overcome their distractions and sell to them. Best of all, no registration is required! Get it here.

Brian Tracy is offering a FREE report on beginning your journey to reach your goals. Take that first step and download your copy here. Did I mention it's FREE?

I welcome your suggestions and comments. E-mail me here.

Take a look at my book Rules of the Hunt. Available at Amazon.

These Words Can Get You In, or Hung Up On
By Art Sobczak

Actually getting someone on the phone is one of the biggest challenges we have in sales today.

So please, do not shoot yourself in the foot when you at last get that person listening to your greeting.

On the phone you have about 6 seconds or less with your words to capture a listener’s initial attention, break their preoccupation with whatever they were doing when you called, and place them in a positive, receptive frame of mind to share information with you and continue to listen with an open mind.

You don’t want to muddy up your call with wasted, meaningless, or resistance-inducing words.

Here are some that are overused, and really are meaningless.

-"cost-effective," as in, "We provide cost-effective products."

-"leading," or "premier," as in, "We’re the leading company in this field."

-"solution provider, as in, "We’re a top solution provider in the space."

-"meet your needs, as in, "I’d like to discuss how we can meet your needs."

Check this one out:

"Ms. Prospect, Josh Verbose with E-Commerce Applications. We’re the premier solution provider of cost-effective e-commerce systems. We help companies by facilitating their migration into electronic marketing by leveraging their options to meet their e-commerce needs."


I received a call similar to the following the other day. Not only did the guy’s monotone sound like he just arose out of bed with a stinging hangover, he slurred the unemotional pronunciation of words:

"Art, this is Joe Collins with Data International. We’re the most respected provider of data funneling (or something like that–I had never heard the term before). We work with the IBM’s, AT&T’s …,"

…and the guy went on for at least 90 seconds, nonstop, with his droning. I was not a prospect, and even if I was, I wouldn’t have been interested based on this opening.

Here are a couple of fundamental ideas to keep in mind before and during your calls.

-Know who you’re talking to, both company and position-wise, AND know something about them. It’s easier than ever with all of the info available. Do some Social Engineering with ANY person you can get on the phone in your prospect’s company: "I want to be sure that what I have would be of some interest for your company. Please tell me …," followed by some qualifying questions.

-Use clear terminology to quickly create interest. Let me say this slowly: you have just several seconds to create interest at the beginning of a call. You do this by alluding to what you might be able to do for them, and then asking a question.

So be simple with the hint of the result you could possibly provide. For example,

"Art, depending on how you’re using your existing list of customers, we might have a way to help you get two or three times the amount of repeat business you’re doing now, like we have for other sales training companies. I’d like to ask a few questions to see if it would make sense for us to speak further."

Along the same lines, avoid stilted words when simpler ones will do.

"use" instead of "utilize"

"talk" instead of "have a dialogue"

"help" instead of "facilitate"

Examine your own language, both in your openings, and in all parts of your call. Are you creating resistance instead of interest? If so, change it today.

Art Sobczak helps sales pros use the phone to prospect, service and sell more effectively, while eliminating "rejection." Sign up for his FREE training Webinar "How to Place the Successful Prospecting Call--Without Rejection" here.

Take a Break

Interesting But Useless Facts:

A banana tree is not a tree, it is a herb.

An ostrich's eye is bigger than its brain.

Snails have over 25,000 teeth.

Sugar was added to chewing gum by a dentist.
  Dogfucious Says:

Never test the depth of the water with both feet.

Want to get noticed? Go jogging without moving your arms.

I'm here for whatever you need me to do from the couch.

There may be no excuse for laziness, but I'm still looking.
  The Word

[ vair-ee-i-gey-tid ]

varied in appearance or color; marked with patches or spots of different colors.

Trivia Question:

Q: What are the dots on dominoes called?

A: Pips, nips or dobs

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