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How To Prospect Top Dogs

In light of the downward move of our economy most of the sales organizations in this country are scared spit less. I hate living in fear. Bet you don’t like it much either. What if you could earn lots more, in considerably less time and feel mightily successful when your competitors are so scared they’re spazing out (haven’t used that phrase since high school) chasing their tails in circles, whimpering, “If buyers aren’t buying we aren’t going to have a business.”

Top Dogs Want Your Calls. Believe It!

Wouldn’t your ears perk up and your tail wag with anticipation at the thought of spending your selling time in front of nothing but qualified prospects, with unlimited check writing privileges, and the ability to say, “Yes” to your solutions and services?

Could you sit up and shake hands with prospects that remove obstacles for your implementation, significantly reduce frustrations, and sign off on multi-million dollar contracts with you. Yes even in a slow economy!

These things can and do happen with Top Dog Selling Strategists. These top-dollar sales-professionals thrive regardless of economic conditions. They understand that a down economy gives them the Lead Dog’s edge, a hunger for bigger contracts, better contracts, and faster contracts. With laser-like focus they mercilessly scrutinize, prioritize and chew to shreds, their least profitable sales practices and identify ways to leverage their time for more dollars.

What do they do to keep business strong? Make the change to Top Dog selling. They faithfully call on the presidents’ offices of their existing clients and of prospect companies. Understanding there is no other single business decision like this change in selling strategy that will increase sales revenues geometrically. A recent publication reported that firms are hiring additional sales staff to generate revenues. Most likely those companies justify their investment in salaries for more sales people by thinking these positions pay for themselves in terms of revenues generated. That’s one approach.

How ‘bout trying this, support your existing sales force with increasingly productive sales strategies. Leverage their profitability by transitioning to a top down sales strategy. Make sure that a call below the office of the president no longer counts as a sales-call. Reward them as they schedule appointments with Top Dogs. Sadly sales professionals continue to use the bottom-up sales methods they were taught in the beginning of their careers, even though these habits bring in less than top dollar results. They steadfastly hold onto the familiar in spite of reason. At this point, the commitment to a less profitable strategy is for some a desperate retreat to the safe and comfortable. For others, pure ignorance.

If you are currently doing business with levels below the office of the president of your client companies make a profitable change. Get in front of the president.

Top Dog Is Better Than “C” Level

Many an inexperienced pup will protest this idea and insist on being more inclusive … saying with their nose up in the air, “My prospects are the people in charge of hiring, the CIO or some other ‘C’ level person.” Listen up pups, Big Sales Dogs don’t even bother to sniff at that kind of reasoning. Here’s why. When you call Top Dogs first, you have everything to gain, nothing to lose.

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