Posted by Susan A. Enns under Sales Quotes
“Is it that your prospect is not interested, or that you are not interesting enough?” – Susan A. Enns
Aim Higher!
Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com or www.linkedin.com/in/susanenns
Posted by Robert J. Weese under Sales Skills
Look for Unrecognized Problems & Unanticipated Solutions
One of the best sales questioning techniques I ever learned was from a former boss & mentor. He delivered a training session that taught us when a customer gave a key requirement statement we had to take a moment and ask ourselves “which means”? The key was to never assume you know what the customer actually meant; you had to pose further questions which would dig deeper to find the unrecognized problem. This would help the customer fully explain the reason for the need and the implication for their operation if they did not meet the requirement.
Posted by Susan A. Enns under Quick Sales Tips
Tired of voice mail tag? Try leaving a detailed message on your first call. That way, if you are not available when your contact calls back, at least they can leave the answer to your question on your voice mail.
Aim Higher!
Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com or www.linkedin.com/in/susanenns
Posted by Susan A. Enns under Sales Quotes
“If you are not the lead dog, your scenery never changes.” – Lewis Grizzard
Aim Higher!
Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com or www.linkedin.com/in/susanenns
Posted by Susan A. Enns under Sales Career Advice
Over the years I have seen hundreds, maybe even thousands of resumes and I continue to review resumes every day. Based on this experience, I can state that many applicants do nothing to help themselves gain employment. In fact, in many cases, it did the exact opposite! The amazing thing is that the reasons why their resumes did not help were completely preventable! (more…)
Posted by Susan A. Enns under Quick Sales Management Tips
When you point your finger at a sales rep telling them they are doing a bad job, there are three fingers pointing back at you. A mistake or customer complaint is just as much our fault as managers as it is the sales representatives. If we are not giving the tools to do the job right and not training the employees how to use them, we have no one to blame but ourselves. We always have to remember to teach, not preach!
Aim Higher!
Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com or www.linkedin.com/in/susanenns
Posted by Susan A. Enns under Quick Sales Tips
Don’t arrive on Monday morning and ask yourself “what am I going to do this week?” You will waste a lot of time spinning your wheels. Work this week to book next week. You will be able t0 arrange appointments geographically better, minimizing unproductive travel time. You will also be able to schedule important tasks like prospecting. Planning ahead will simply allow you to get more out of your day!
Aim Higher!
Susan A. Enns
www.b2bsalesconnections.com or www.linkedin.com/in/susanenns
Posted by Susan A. Enns under Sales Quotes
“Well done is better than well said.” – Benjamin Franklin
Aim Higher!
Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com or www.linkedin.com/in/susanenns
Posted by Susan A. Enns under Quick Sales Tips
Having trouble staying motivated? Divide your sales results or earned commissions by the number of prospecting calls you complete. Knowing how much each prospecting call is worth to you will help keep you going.
Aim Higher!
Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com or www.linkedin.com/in/susanenns
Posted by Susan A. Enns under Sales Quotes
“The successful person makes a habit of doing what the failing person doesn’t like to do.” – Thomas Edison
Aim Higher!
Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com or www.linkedin.com/in/susanenns
Studies show 25% of sales reps produce 90 to 95% of all sales. Clearly, most sales people are not selling up to their potential and not making the incomes they could. B2B Sales Connections wants to change that.
A Sales Compass is a blog where business to business sales professionals can network. Here you will find motivation, share sales tips, and improve your sales and sales management skills. Together, we can all unlock our sales potential.
