Released on: September 27, 2007, 2:19 pm

Press Release Author: Tina LoSasso / SalesDog

Industry: Marketing

Press Release Summary: When salespeople are called upon to close more sales,
managers often hear a litany of excuses. Yet top producers manage to sell under the
same conditions. "Poor sales performers are usually not aware that little things
make a big difference in closing the sale," says Michael Dalton Johnson, Editor of
the bestselling new book, Top Dog Sales Secrets. Johnson cites five common reasons
for poor sales performance.

Press Release Body: Carlsbad, CA -- When salespeople are called upon to close more
sales, managers often hear a litany of excuses for non-performance. "These leads
are horrible." "I can't get through their voice mail." "Our price is too high."
Yet top producers manage to sell under the same conditions.

"Poor sales performers are usually not aware that little things make a big
difference in closing the sale," says Michael Dalton Johnson, Editor of the
bestselling new book, Top Dog Sales Secrets. Johnson cites five common reasons for
poor sales performance.

Insulting the buyer's 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 and buyers resent it," says
Johnson. "Instead, ask open-ended questions to discover their needs. Treat them
with respect by tailoring your questions to their company, industry and
circumstances."

Not enough information. Top sales professionals take the time to visit the website
of their prospect's company. "Check out their competition, industry association and
trade journals," advises Johnson. "Read your prospect's bio if you can. Find it
online," he adds. "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?"

Misdirected sales pitches. Oops! Here again, salespeople fail to do their
homework, and end up pitching someone who has no decision-making authority. "This
hurts," says Johnson, "because it is usually hard to get a second bite of the
apple."

Poor listening skills. Most poor-performing salespeople are far too busy talking to
listen effectively, according to Johnson. Sales stars pay attention to what their
customers are saying and how they are saying it, including their non-verbal
communication. Good listening skills provide salespeople with most of the answers
to their qualifying questions without even asking them. They learn about customers'
needs, what their hot buttons are, and then offer specific answers. "Simply put:
when your customer talks, you sell." says Johnson. "When you talk, you lose."

Not answering every buyer's number one question. Buyers want to know, "What's in it
for me?" Even in a business-to-business sale, sales professionals need to show
prospects what's in it for them personally. How does the buyer personally gain?
Will they look good to their boss? Will they save time and effort? Will they make
their customers or employees happy? There's a subtle but very important difference
between, "Your company will save over $50,000 a year with our product" and "You will
save your company over $50,000 a year with our product." "People want to be
heroes," says Johnson. "Make it so."

Johnson's advice is excerpted from the bestselling book, Top Dog Sales Secrets,
authored by 50 renowned sales lecturers, consultants, and corporate trainers. Top
Dog Sales Secrets is available directly from the publisher or from Amazon.com and
other online retailers.

About SalesDog.com
SalesDog.com features advice from America\'s leading sales experts. Their free
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Note to The Editor: For a review copy of the book, contact Tina LoSasso at
editor@salesdog.com


Web Site: http://www.salesdog.com

Contact Details: SalesDog.com
2701 Loker Avenue West Suite 148
Carlsbad, CA 92010
760-476-3700
editor@salesdog.com