A Sales Compass – A Blog by B2B Sales Connections

Don’t automatically offer a discount when a customer asks for one.  Justify your value first.  Before you drop your price, ask the customer what they would like to remove from the package.  Psychology proves that people would rather pay more than lose something they see as valuable to them.

For more quick sales tips, download a copy of our eBook ”Quick Sales Tips – Practical advice, in bite sized pieces!” from the B2B Sales Connections Free Download Centre.  It is available for free for a limited time! 

Aim Higher!

Susan A. Enns, The B2B Sales Coach
B2B Sales Connections

www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns

Whether you are dealing with customers or managing a sales team, if you keep saying yes to exceptions, they will become expectations.

Aim Higher!

Susan A. Enns, B2B Sales Coach from B2B Sales Connections

www.linkedin.com/in/susanenns, www.facebook.com/B2BSalesConnections, or www.twitter.com/SusanEnns

An aquaintance wrote me the other day saying “I wish I could do…”   It got me thinking.

How many people have ever said to themselves “I want to achieve…” or “I need to improve…”?  I would venture to guess a lot.  I also wonder how many of those same people have ever taken steps to do it.  Probably very few.

If you want to make anything change, you need to get started on it. Just wishing for something won’t make it happen, you have to take action to make it happen. If you want to improve, it’s up to you!

Rememeber as Albert Einstein said, the definition of insanity is doing the same things over and over again and expecting different results.

Aim Higher!

Susan A. Enns, B2B Sales Coach from B2B Sales Connections

www.linkedin.com/in/susanenns, www.facebook.com/B2BSalesConnections, or www.twitter.com/SusanEnns

Voice mail is a fact of life in sales, but most sales people don’t know how to properly leave a voice mail message. First, always leave your number. In fact, leave it twice, once close to the start of the message and again at the end. Your recipient may not have your number handy, or your cell phone may cut out. There may be no way to call you back even if they wanted to.

Secondly, slow down! Your prospect will delete your message before they will listen to it a second time. When you leave your number, write it down at the same time. This will ensure you’re speaking slowly enough so your prospect can write it down too. Improve your voice mail skills, receive more returned phone calls! It’s that simple!

Aim Higher!

Join our free webinar How To Build Trust for quick and easy ideas that will help you build trust and credibility with your prospects. Webinar doesn’t fit your schedule? View the presentation video here.

Do you want to make more money in sales? Do you need help with a sales situation? Do you need some sales career advice? Are you a sales manager wondering how to improve your team’s sales results? For less than an average dinner out, you could ask your B2B Sales Coach! in our Daily Conference Calls!

Susan A. Enns

www.b2bsalesconnections.com, www.linkedin.com/in/SusanEnns, or www.twitter.com/SusanEnns

Are you on track for to qualify for this year’s sales contest? 

When reviewing your results, don’t just look at how much you have sold so far, but also how much more needs to be sold to qualify.  If a contest runs across a number of months, break down the larger target into smaller ones that cover shorter time frames.  For example, if you need to sell $21,000 in 3 months, you should focus on the $7,000 per month that you need to qualify.

Remember, you can’t change the past, so focus on the future!

Aim Higher!

For a free copy of  What To Do Today To Sell More Tomorrow, visit our Download Centre at www.b2bsalesconnections.com/download_centre.php.

Do you need an expert sales coach who is affordable and accessible?  For less than an average dinner out, you can consult with us every day and receive the personal direction you need.  For more information, check out www.b2bsalesconnections.com/coaching_services.php.

Susan A. Enns, B2B Sales Connections

www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/susanenns

Do you ever wonder if your email was received?  With today’s spam filters, it’s a valid concern!  To keep your sales process moving forward, phone the recipient the day after your send the email (or fax) and ask if they have received it. 

When you follow up like this, there are only four possible outcomes, all of which help you to advance the sale process:

1. You have to leave a voice mail.  At the very least, your message will build your credibility because you took the time to follow up. 
2. You connect with your prospect and learn that the email was not received.  At least you now know you need to resend it.
3. You make contact, they have received your email, but haven’t had a chance to look at it.  Again, your follow up has built credibility, and more importantly, you have drastically improved the chances that you email will be read in the very near future.  This is also a perfect opportunity to book a phone appointment in a few days to discuss things further with your prospect.
4. The email was received and reviewed, and the sales process can continue, right there and then.

Regardless of the possible outcome of your email follow up call, you will have built your credibility and you will have moved your sales process forward.  Any way you look at it, that’s a good thing.

Aim Higher!

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

It is wrong to believe that every company can and will buy from you.  For example, it is unlikely sell restaurant equipment to retail clothing stores.  You could try, but chances are you would just be wasting your time.  In the same way that sports fans see mostly beer commercials and Saturday morning cartoon viewers see mostly toy ads, you must target your prospecting efforts.  Take the time to review and track your past sales to clearly define your target types of companies.  Once you know your targets, spend your time where you are most likely to find them!

Aim Higher!

Looking for tips on how to sell more? Join our free webinar where we share sales tips from top producers. Webinar doesn’t fit your schedule? View the presentation video here.

Do you want to make more money in sales? For less than an average dinner out, you can consult with the B2B Sales Coach every day and receive the personal direction you need.

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

Do you carry a portfolio binder with you when you are on sales calls?  Make sure you add copies of reference letters, customer lists, and other testimonials.  That way you are always prepared to show them and build your credibility whenever the need or opportunity arises.

Aim Higher!

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

What do your customers have in common?  How many employees do they have?  What industries do they operate in?  How often do they use your product?  What related products do they also use in addition to your product?

When you start to track your past successes, you can identify commonalities that help you define who is most likely to buy from you in the future.    In doing so, you clearly define your target market,  ensuring you will spend most of your time talking to prospects that are most likely to buy.

For an automated sales tool that tracks your sales and clearly defines your targets, check out the Target Market Definition Tool at www.b2bsalesconnections.com/automated_tools.php.

Aim Higher!

Susan A. Enns, B2B Sales Connections

www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns

The ultimate goal of any business is to make a profit.  Four years of business school and over 22 years of work experience have taught me that.  Absolutely everything a company buys affects its bottom line.  Even a pencil that lasts longer or is less expensive than the previous one purchased helps a company to make more profit.  Help you customers get to where they want to go by showing them how to your product helps them make more profit! 

Aim Higher!

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