SalesDog Weekly Newsletter
    Issue 603 Coffee with The Dog December 13, 2012    
  Get up, Dress up and Show up  
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More Customers: How to Create an Irresistible Elevator Speech" by Jill Konrath.
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Quote of the Week: "Loyalty to the country always. Loyalty
to the government when it deserves it."
—Mark Twain
Eight reasons you might be losing sales.
by Michael Dalton Johnson

1. Your sales pitch is boring. Do customers cut you off in midsentence or jump in when you pause for breath? Chances are you're boring them. Paint a vivid picture and put them in it; use an example or interesting case history to illustrate your point. Whip out some visuals to show them how much money they will save.

2. You insult their intelligence. "Mr. Jones, would you like to save money on your long-distance phone bill?" Polling prospects with lame questions in an attempt to get them to say yes is manipulative and insulting. Instead, ask open-ended questions to elicit their needs. Treat them with respect by tailoring your questions to their company, industry, and circumstances.

3. You are uninformed. Take time to visit the website of your prospect's company. Check out its competition, industry association, and trade journals. Remember: the more you learn, the more you earn. If you do not understand what your prospects do and what issues they face, how can you expect to determine how your product or service can best help them?

4. You are talking to the wrong person. Oops! Once again, you have not done your homework, and you end up pitching someone who has no decision-making authority. This hurts because it's usually hard to get a second bite of the apple.

5. You do not listen. Pay attention to what your customers are saying and how they are saying it, including their nonverbal communication. Effective listening provides you with most of the answers to your qualifying questions without even asking them. You will learn about your customers' needs, what their hot buttons are, and how to convince them you can satisfy their needs. Simply put: when your customer talks, you sell; when you talk, you lose.

6. You do not understand their needs. In the world of sales, one size rarely fits all. Find out your prospects' special needs and concerns, and show how your product or service can help. Again: listen, and they will tell you.

7. Buyers do not like you. You have heard it a million times: people buy from people they like. If your prospect doesn't like you, he's not going to spend time getting to know your product or service. Investing some time in your rapport-building skills will pay big dividends.

8. They do not know you and have never heard of your company. All things being equal, who do you think your prospect is going to buy from? The company she has known for years, or you, the new kid on the block? Allay her fears by providing her with current customer lists (including contact names and numbers for some of your accounts), testimonial letters on your customers' letterhead, documented case histories, and press coverage. A referral from someone she knows and respects will swing doors wide open.

It's the little things that make a difference in sales. Pay attention to these eight factors and make more sales.

Excerpted from Rules of the Hunt: Real-World Advice for Entrepreneurial and Business Success, McGraw Hill. Get your copy at Amazon.

In 10 Techniques to Instantly Make You a Better Closer, Mike Brooks shows you How to Avoid the 3 Biggest Cold Calling Mistakes
I hear it over and over again – 80% of your competition insist on making their jobs harder because they keep making three major mistakes every time they cold call. The good news is that there are easy ways to avoid them, and I'm going to share them with you right now... PDF5 PawprintsClick here to get it.
Trivia: This landmark has been around for hundreds of years, and is world famous because it moved. It is still moving at the rate of 1-2 millimeters per year, and this has people worried. What is it? You'll find the answer here.
Interesting but useless fact: Cows, camels, reindeer, and cats have all been used to deliver mail.
Cynosure is the featured word of the week. Find the definition, pronunciation key, and an example of it used in a sentence here.
Dogfucius Say: I wonder how much deeper the ocean would be without sponges.
Mike Brooks
10 Techniques to Instantly Make You a Better Closer by Mike Brooks
Mike Brooks, Mr. Inside Sales, knows that 80% of the sales are made by the
Top 20% Producers. With Mike's special report you'll learn how to become a
Top 20% Producer today!
Click Here to Download
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Word of the Week: Cynosure noun [ sahy-nuh-shoor, sin-uh- ]
  1. something that strongly attracts attention by its brilliance, interest, etc.: the cynosure of all eyes.

  2. something serving for guidance or direction.
Example Sentence:
He is in demand and has become the cynosure of all eyes within and outside the industry.
Definition & Example courtesy of

This landmark has been around for hundreds of years, and is world famous because it moved. It is still moving at the rate of 1-2 millimeters per year, and this has people worried. What is it?

Leaning Tower of Pisa
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