Get Up, Dress Up, Show Up


Tips, Rips, and Reviews
by Michael Dalton Johnson

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 donít 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. Itís 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.

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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 listenerís 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 donít want to muddy up your call with wasted, meaningless, or resistance-inducing words.

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

Click here to continue reading.

Top Dog of the Week: Tom Hopkins

Tom Hopkins"You must set goals for yourself that make you stretch beyond your comfort zone. If you really want something, something thatíll make a difference in your life, youíll be willing to make sacrifices to get it. Youíll deliberately change yourself and grow to get what you really want. But, you wonít do any of these things for mere wishes." - Tom Hopkins

A legend in the sales training industry, Tom Hopkins began his career at 19 selling real estate. He was anything but successful, that is until he invested in training. He became a millionaire by the age of 27. He has been turning salespeople into sales champions since 1976. Visit his website here.

Tested and Proven Ways to Make More Sales!

Both-BooksSales Winner's Handbook gives you well researched and tested ways to make more sales. You'll quickly gain the professional inside sales skills to find and interest prospects and get them buying. This is the same sales tools developed, tested, and used by FORTUNE 500 organizations. Get them. Use them. Cash in with more sales.
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Don't Get Left in the Dark. Board Room or Dinner Table, You Need This Book

Both-BooksThe definitive guide to reading body language.
Great in sales situations or at the dinner table.
eBook $9.95
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Break a Few Rules and Build the Career
of Your Dreams

Rules of the HuntThe problem with "conventional wisdom" is that it's not always wise. It's often off target, outdated, or just plain wrong. However, when you practice a little creative rule breaking good things start to happen.

The rules below are explained in Rules of the Hunt and brief case histories and examples are given.

"To say that Rules of the Hunt is one of the most unusual business books I've ever read or reviewed would be an understatement." - Ivana Taylor, Editor, Small Business Trends

• Steal good ideas

• Never pay full price.

• Get off the phone.

• Avoid meetings with more than three people in attendance.

• Raise your prices and sell more.

• Avoid writing memos.

• Look at business as a form of playing.

• Don't tell people what to do. (There is a much better way to get what you want.)

• Turn down invitations to business lunches.

• Drop in unexpectedly on your competitors.

Click here to learn more.

"One of these top dog secrets can earn you a fortune."
-Jeffrey Gitomer

Both-BooksThese classic books feature the advice of America's leading sales and business experts. FREE Shipping.

Available in Softcover and eBook Buy One for $24.95, Get the Other FREE
Learn More Here