SalesDog Weekly Newsletter
    Issue 594 Coffee with The Dog September 25, 2012    
  Get up, Dress up and Show up  
 
Sign up now for our Weekly Sales Newsletter and get this free e-book: "Attracting
More Customers: How to Create an Irresistible Elevator Speech" by Jill Konrath.
 
 
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Quote of the Week: "The trouble with not having a goal is that you can spend
your life running up and down the field and never score."
—Bill Copeland
 
 
Publisher's Note:
The Buyer's Emotions Come First
 
Sell benefits not features. Even though an army of sales and marketing experts has been giving this advice for years, it has never really gained traction.
 
Many of the websites I visit are little more than product specification sheets. This would be okay if they were selling scientific testing equipment or storage tanks. But many of these sites are trying to sell business and consumer products with little more than a list of features.
 
No one is really interested in the fact that your product has a certain feature. People want to know how that feature benefits them. Does it save time or money? Is it fun or entertaining? Does it give them status? Does it simplify or improve their lives? Sell them benefits of ownership, not product features.
 
For example, features of a power mower may be a four-stroke engine, a wider cutting area, and an oversized catch bag. Does this mean longer engine life, less time to spend mowing, and fewer times to empty the catch bag? Say so!
 
Buyers are bored by features and excited by benefits. In sales and marketing the buyer's emotions come first. So start selling those benefits.
 
Excerpted from the bestselling Rules of the Hunt by Michael Dalton Johnson. See more here.
 
Remember What Made You Great
by Dave Anderson

Think for a moment about the most significant accomplishments you've attained professionally or personally, your own personal best. Perhaps it was the record month, the heroic turnaround of a failing business, winning a major contest, spearheading a successful fundraiser, coaching a winning team, climbing a mountain or running a marathon. Don't go any farther until you've determined what you consider as your personal best accomplishment, or even your top two to three accomplishments.

I don't know you or your circumstances, but my bet is that you did not attain your personal best while you kept things the same. My guess is you achieved your personal best when you changed something, challenged something; when you attacked the status quo, not when you nurtured it. The most significant accomplishments we rack up in our lives are when we step out and step up, not when we sit still.

Yet, oftentimes we forget what got us there: that it was the changes, the challenges, the walking into the unknown that brings our greatest accomplishments. And as a result we become more immersed in routine than risk, more comfortable with inertia than initiative. Before you know it we're in our 'maintenance mode', keeping things humming along, hoping nothing comes along to rock the boat or thaw out the frozen status quo. After some time in this mode we're not as excited about what we're doing any more, grow bored easily, lack passion and energy and we're not even sure why.

The status quo never holds its own; it's just one step removed from sliding backward. Coasting is a dangerous state to be in since the only direction you can coast is downhill. You can tell you're making progress and pushing hard enough when it feels like it's a struggle, when it's hard, when it's an uphill climb because the next level is always higher than where you are.

Don't forget what brought you your most significant moments of personal or organizational greatness. It wasn't when you played it safe and tried to just 'get by.' It was when you stepped up and stepped out. Remember how alert and alive you felt when you were climbing, risking, changing and making an impact. You had a cause, not a job and it made all the difference. You'll never recapture that feeling or have that impact while you're watching what happens or wondering 'what happened?' You've got to make it happen and keep making it happen. And all the while you're on the journey, if things ever seem too calm and under control then you're just not going fast enough.

Dave Anderson is president of the Dave Anderson Corporation and LearntoLead. Visit his site at: www.LearntoLead.com to learn more.

 
 
Small Advantages
 
Get the Small Advantages You Need to Succeed
Rules of the Hunt is not about miraculous transformation, instant stardom, or life-changing revelations. No book can open a wormhole that allows you to enter and emerge on the other side an entrepreneurial genius, a powerhouse salesperson, or an overnight business sensation.
But what this book will do is give you a number of small advantages that will make achieving success easier and more enjoyable.
Whether your road to success is a smooth cruise on a four-lane highway or a harrowing ride on an unpaved mountain road has a lot to do with your ability to gain small advantages and avoid mistakes."
This book gives you some of those all-important small advantages as well as points out pitfalls to be avoided. Learn more here.
 
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SalesDog.com
 
Trivia: What are the names of the Three Musketeers? You'll find the answer here.
Interesting but useless fact: In Disney's Fantasia, the Sorcerer name is Yensid which is Disney backwards.
Celadon is the featured word of the week. Find the definition, pronunciation key, and an example of it used in a sentence here.
Dogfucius Say: When they put 'unknown' at the end of a quote, that means they probably don't know how to spell Anonymous.
 
GET YOUR FREE DOWNLOAD HERE
 
   
Kelley Robertson
How to Make a Powerful First Impression E-Book from Kelley Robertson
Initial impressions often set the tone for your sales calls and meetings an
can influence the outcome. Discover practical ideas to make sure you make
a dynamic impression with all of your customers and prospects.
 
Click Here to Download
 
   
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Over $700 worth of sales training tools FREE! Click Here
 
Word of the Week: Celadon noun [ sel-uh-don ]
  1. A pale gray-green.

  2. Any of several Chinese porcelains having a translucent, pale green glaze.

  3. Any porcelain imitating these.
Example: The detail was striking and the cream, salmon, and celadon of the offset colors realistic, if slightly dated. —David Foster Wallace, The Pale King
Definition & Example courtesy of Dictionary.com

Trivia:
What are the names of the Three Musketeers?

Answer:
Athos, Porthos, Aramis
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