Edition 1, March 24, 2003

"For those Who Want to Sell, Need to Sell, or Should Sell"                                                                                                                           April 2003

Dear Todd,

"Customers do not care how much you know until they know how much you care; Sell how you want to buy."

Welcome to the first edition of SUGGESTED SALES SOLUTIONS.

This monthly newsletter will help you increase your sales commissions and your business increase its profits through concrete suggested strategies based on Todd Natenberg Enterprises' 10-step sales process:

1. Goal Setting
2. Time Management
3. Initial Benefit Statement
4. Prospecting
5. Referrals
6. Running the Sales Call
7. Follow-up
8. Objection Handling 
9. Networking
10. Ongoing Training

Each month, we will delve into areas of the above- mentioned steps with one purpose in mind: Results. Unlike other sales training programs, we do not engage merely in theory. Everything Todd Natenberg Enterprises offers- from our workshops to our individual sales coaching to our consultations - is based on the premise of making you more money.

Theories without measurable results are nothing more than lessons in futility.

By establishing structures and procedures in all facets of the sales process, Todd Natenberg Enterprises teaches sales reps to control their own destiny, thereby impacting the bottom line and making everyone more money. Happy selling!

Todd Natenberg
Sales Trainer/Consultant/Author

Firm Date! Firm Time!

Sales Tip of the Month

Firm date, firm time. In the world of sales, there's an old cliché that nothing happens until someone sells something. Not true. A better saying:"Nothing happens until an appointment is scheduled -and conducted."

Salespeople are sometimes under the misconception that having structure means forcing sales down a customer's throat. They sometimes fear that nailing down a firm date and firm time, for instance, evokes images of the fast-talking, plaid-suit wearing salesperson who is only concerned about making a buck, even if it means tricking the prospect into buying. This is far from reality.

Sales is a reflection of life- when conducted properly.

When was the last time we saw a doctor without an appointment scheduled ahead of time (minus the emergencies)? When was the last time a judge heard a case that was not scheduled at least a month ahead of time?

Dr. Stephen Covey, author of The Seven Habits of Highly Effective People, says that if you truly want free time in your life, "Then get scheduled."

So if appointments are so critical, what can we do to increase our chances of conducting the appointments we schedule?

1. Value your own time, more than the prospects.

Bold you say? How so? When you value your own time, actually more than the prospects it's a reflection you consider yourself successful. People do not like arrogance, but all want to do business with confident, successful people. Go back to the doctor analogy. Would you ever want to have a doctor perform surgery on you unless the doctor was 100% sure of succcess?

2. Never confirm the appointment; Let the prospect cancel the appointment.

Nothing is worse than a game of voice mail phone tag. Your effort to "be respectful" of your prospect will backfire into you being the "annoying" sales rep. Unless the prospects wants to cancel, tell the prospect you will assume the appointment is on.

3. E-mail an agenda (PAL) before the meeting.

This is huge. Everyone talks about sending agendas, but no one does it. (We will explain further next month the details of the PAL).

Putting all three steps together, say this on your next attempt to schedule an appointment at the conclusion of the conversation.

"Prospect SO AND SO, this is what I'd like to do. I don't want to waste your time or my time. They are equally valuable.

How about if we schedule a tentative appointment for next Tuesday at 1:30 p.m.? This is what I will do. I don't want to be one of those annoying salespeople always calling to confirm. I will leave the ball in your court.

One day prior to our meeting, Monday, by noon, I will e- mail you an agenda confirming our meeting. Should something change on your end, whether you decide you don't like the color of the tie you cannot see I'm wearing, or anything, all I ask is that you contact me to cancel. BUT, if I do not hear from you, I will assume no news is good news and you will see my smiling face on Tuesday at 1:30 p.m. Is that fair?"

Smile, Help, and Names

Buying Star of the Month

From the moment Dr. Pete, a Chicago chiropractor, first extended his hand to shake that of my girlfriend, Claudia, asking her name and introducing him by name, I had a feeling she would utilize his services.

Claudia and I were attending a pre-race exhibition prior to our own recent participation in the Shamrock Shuffle, an 8K race in Chicago, (which I disappointedly recorded a time of 46 minutes, FYI).

Anyway, the exhibition included everything from the marketing of various bottled waters to the selling of running shoes to many doctors preaching health and wellness.

Claudia was excited to visit the doctors, because she had been having various back problems of late and we heard she could get a free massage. Her intent was not necessarily to hire a chiropractor.

I need to add that Claudia, a regional business analyst, is as skeptical as they come when it comes to salespeople. She tells people I'm a lawyer for a living! Just kidding.

But seriously, she is not sold easily. However, Dr. Pete showed a warmth and comfort that engaged her. "Well, Claudia. I'm very excited to start working with you. I'm confident we can help your situation further," Dr. Pete told her upon the conclusion of the free evaluation, as he then asked her to sign up for an office session that would cost money.

What did Dr. Pete do to show "how much he cared, versus how much he knew?" He used the three most critical elements in sales, as in life:

1. Smile

2. Stated his prospect's name (Nothing is more pleasant sounding than the sound of our names).

3. Used the world "help." (Everyone wants to help. It's a proven fact.)

There are no three more powerful tools to positively influence others. Try it. The results will be staggering.

Just ask Claudia.

If you have a "Buying Star of the Month," please submit story to todd@toddnatenberg. We will publish it in an upcoming issue.

Monthly Referrals!

Networking Partners of the Months

As part of Todd Natenberg Enterprises' endless pursuit of being a sustaining resource to our clients, as well as helping those who help us, each month we will refer the latest and greatest in industries beyond just the world of sales training.

Mortgage Broker

Chuck Sowers, owner of American Mortgage Works, McHenry, IL. Call Chuck at (815) 578-9600 or e-mail him at


Rob Kucek, realtor with Sussex and Reilly, Chicago, IL. Call Rob at (773) 524-4342 or e-mail him at

Where's Todd?

Tune in to Todd on "Possibilities Radio with Dr. Mike Davison" each Friday at 12:30 p.m., Central Time, for his "Sales tip of the Week." The show airs in Phoenix and Providence, Rhode Island on KFNX/AM 1100 and Wale/AM 990 from 12 p.m. to 1 p.m., with Todd's tip airing at the bottom of the hour. Nationwide listeners can follow along live on the internet by clicking on or on the day of the show.

Also, visit, to learn more about Dr. Davison, a Chicago psychologist. To listen to past shows of Dr. Davison, including Todd's past "Sales Tips," click on the archives link.

Coming Summer 2003: Todd's new book: "I just got a job in sales. Now what?"

Come hear Todd speak at Shabbat dinner on Saturday, April 25, at 7 p.m., in Wilmette, IL in his presentation: "Human fulfillment: Find your own kibbutz" Cost is $30 by 4/20 paid on or sent a check to Beshert, P.O. Box 445, Wilmette, IL 60091, 847-853-0474,

On Sunday, March 30, at 7 a.m., Central Time, Todd was interviewed on "Insights" on WTMX/101.9 FM, Chicago by host Barry Keefe discussing his recently released book, The Journey Within: Two Months on Kibbutz. The book chronicles Todd's adventures of self-discovery and personal growth volunteering on an Israeli Kibbutz in the summer of 2000. Visit to order your copy. Copies of Todd's past interviews, including that with ABC 7 News- Chicago and Kevin Roy in December can be accessed at

FREE Consultation!

"Customers do not care how much you know until they know how much you care; Sell how you want to buy."

Todd Natenberg Enterprises helps salespeople increase commissions and businesses increase profits through customized training, coaching and consulting. We establish structures and procedures in all facets of the sales process, through in-classroom workshops and individual sales coaching, to teach reps to control their

An appointment with Todd is not just another sales appointment. Meeting with the owner of Todd Natenberg Enterprises means you will get a FREE analysis about your current sales situation and terrific tips on how to improve it. Todd's one-hour analysis will analyze how to maximize your individual and company strengths and how to minimize those limitations.

Call Todd at 773-755-1306, outside Chicago 866-464- 0339, or e-mail him at to schedule an appointment.

Happy selling!