“You never get a second chance to make a first impression.” This cliché is never more important than when you are heading to a job interview.
When you are invited to an interview you need to consider that your first impression is going to weight heavily on the person who is interviewing you. If you make a great first impression then you can bet the interviewer is going to use the meeting to try and justify why you should be working for their company. Likewise, of you make a poor first impression you should know that in the back of their mind they are looking for reasons why they shouldn’t hire you.
Many sales representatives absolutely dread their monthly sales forecasting meetings with their sales manager. Why? Often, it is because they really don’t know what is the next step to close the sale. More importantly, they also don’t know when that step is going to happen. As such, their forecasting accuracy is less than desired, and that makes for some unpleasant meetings!
To eliminate this, as sales professionals, we have to do a better job of controlling the time frame of each potential sale. (more…)
Business owners looking to attract independent sales agents or investment need to provide realistic numbers not the 30,000 foot view!
If you have ever watched the TV show the Dragons Den you will have heard the potential investors crying out, show me the numbers. All too often the entrepreneurs appear before the dragons to pitch their products with failed attempts to woo them with statements of grandeur. The wannabe business people tell the panel of rich and powerful tales of billion dollar market potential and explain plans to capture millions of dollars in sales and they only have to sell to a small fraction of this market.
Did you know that business people who read at least 7 business books a year earn over 2.3 times more than people who read only one book per year? Think you don’t have time to spend on your own ongoing personal development? Did you know that if you spend just 10 minutes a day reading, that adds up to over 60 hours a year?
Investing in yourself is always a safe bet!
Perfect Phrases for Sales Professionals by Linda Eve Diamond (more…)
Regardless of how expensive or complicated your product is, a written proposal should not be longer than 6 pages. Too much information can actually slow or halt the sale, not move it forward. Your prospect only needs just enough of the right information to make a logical buying decision. Did you need of want detailed blueprints of framing, plumbing and electrical wiring before you bought your house? Neither does your prospect!
Do you need to know how to build trust with your customers?Join our free webinar where we share 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!
A common concern I hear from sales representatives is that they have trouble booking appointments to present their recommendations to their prospects. Everything goes well in the needs analysis meetings, but when it comes time sit down and present the solutions, the prospect won’t return their calls.
One of the biggest mistakes made by sales representatives is that they finish a needs analysis meeting or fact find with a statement like, “Thank you for your time, Mr. Prospect. I’ll get back to you when my proposal is ready.” Weeks of voice mail tag can go by before the next meeting, and by then all of the momentum created has long since been forgotten. (more…)
Technology is creating a new generation of teens and adults who believe the only effective communication is Twitter, Facebook, Linkedin, & text messages.
I will be the first to admit you need to know how to use these technologies if you want to grow your business but even major online social forums are incorporating the use of “in person” networking events because of the advantages and power of in face to face communication.
Is your prospect too far away to meet face to face? Schedule a phone appointment at a predetermined date and time. If you plan properly, these appointments can be extremely productive in moving the sale forward, not to mention the travel time and expense you have saved.
What is the purpose of your sales call? What do you want to accomplish? How will you know if it was a successful call? If you can’t answer these questions because you do not have a pre-planned agenda, you are only wasting yours and the prospect’s time.
Have you completed the sales process, however the customers still are not buying, even when you are saving them money? Perhaps you need to ask better closing questions.
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.
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