A Sales Compass – A Blog by B2B Sales Connections

Every time a potential customer has contact with you or your company, an expectation has been set as to how the business relationship is going to work.  If a website promises 24/7 technical support, it creates an expectation.  Or if you promise installation within 24 hours, the customer now expects it.  Why?  Because you told them to! 

 It’s been said many times that prospects must feel they can trust you before they will buy from you.   But what does “trust you” really mean? It’s simple really.  Prospects need to know they can depend on you and your company to do exactly what you tell them you will do.  It’s nothing more than that.  When they believe you will fulfill your commitments, you have created the trust needed for them to buy.  If you over- promise and under-deliver however, you may lose the opportunity forever. (more…)

Stop taking phone calls when you can’t devote your entire attention to the caller. Nothing is more frustrating than you asking them to call back because you can’t take notes right now as you are in the middle of a meeting. The customer would have preferred your voice mail so they could have told you what they needed in the first place.

Aim Higher!

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com or www.linkedin.com/in/susanenns

When you are introduced to someone, do you shorten their name? Do you say Tom when introduced to Thomas? Dave when introduced to David?  Sue to Susan?  Stop! Many people don’t like their names shortened without their permission.  Some even find it offensive.  It is much safer to ask, “Do you prefer Tom or Thomas?” than to just assume.

Aim Higher!

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com or www.linkedin.com/in/susanenns

“I’m a great believer in luck, and find the harder I work the more I have of it.” – Thomas Jefferson

Aim Higher!

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com or www.linkedin.com/in/susanenns

Are you concerned about the outlook for your job? Are the prospects for the next 6 months to 1 year looking bright or are you in a sector that is been hit hard by the economic down-turn? Are you about to graduate and not sure where you should focus your job search? Now is the time to seriously look at your career path. (more…)

Just like meetings with customers, schedule at least an hour of prospecting time in your calendar each day.  Take out next week’s calendar and book it now.  Then stick to it, no matter what!

Aim Higher!

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com or www.linkedin.com/in/susanenns

“You don’t have to be great to start, but you have to start to be great.” – Zig Ziglar

Aim Higher!

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com or www.linkedin.com/in/susanenns

What time should arrive for an appointment?  Obviously you should not be late, but you should not be too early either.  Being more than 10 minutes early makes your contact uncomfortable knowing you are waiting so long for an appointment, and makes you appear as if you are not a good manager of your time.  If you are too early, it’s better to make a prospecting call next door than to just sit in a waiting room.

Aim Higher!

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com or www.linkedin.com/in/susanenns

“Opportunity may be knocking, but you still have to open the door!” – Author Unknown

Aim Higher!

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com or www.linkedin.com/in/susanenns

Are you always asked to lower your price? Does every prospect start to negotiate with you? Most sales people would answer with a very definitive yes!

Of course we all face this! The reason is that consumers and buyers are trained to ask for a lower price, no matter what. Think about it. Would you walk into a car dealership and pay the price listed on the windshield? Probably not. Don’t be surprised if you are asked to negotiate to a lower price, expect it. What you can do, however, is change the way you handle it. You do not have to lower your price if you follow some basic principals. (more…)