Entries tagged with “Sales Skills”.
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Posted by Susan A. Enns under Quick Sales Tips
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
Posted by Susan A. Enns under Sales Skills
Happy New Year! It’s at this time of the year when many of us evaluate the past and look forward to a better future. To help you make 2012 everything you want it to be, we wanted to offer you some of our most popular sales tools for free from the B2B Sales Connections Free Download Centre. (more…)
Posted by Susan A. Enns under Sales Skills
This post comes to us from Paul Letendre, a sales executive with extensice experience in food service sales.
Half-Empty?
It’s part of the ballgame, we will get discouraged from time to time. At this time of year, it is especially common. There is a lot of business uncertainty as to what the New Year will bring. When a sales rep gets discouraged, that’s a good sign. Reps are supposed to get discouraged; the work is not supposed to be easy: if it were easy, then anyone could do it and it wouldn’t pay crap. (more…)
Posted by Robert J. Weese under Sales Career Advice
“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.
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Tags: b2b sales, Business to Business Sales, How to get Hired, How to get more job offers, job search, personal development, resume, sales career, Sales Career Advice, sales presentations, Sales Recruiting, Sales Skills
Posted by Susan A. Enns under Sales Skills
When you look at the calendar, there are really only about 5 selling days left in the year.
You are hurrying around, doing whatever it takes to close every sale possible before year end so you can make quota and earn your annual bonus. However you are waiting until after the holidays to prospect for new business since most companies don’t want to start new projects at this time of the year. This “hurry up and wait” mode can be very stressful, as you struggle with how to stay busy.
No matter how we wish it wasn’t so, new business slows down during the holiday season. Even still, there are plenty of productive activities sales people can do to keep busy at this time of the year. (more…)
Posted by Susan A. Enns under Sales Skills
I was sitting in on a sales meeting recently. One sales representative whose sales results exceeded all the other representatives combined was being praised for his outstanding sales results by his manager.
Another sales person whose results put him very close to the bottom of the leader board asked what the secret was to the quota buster’s success. After he received the answer, the first thing the under producing rep said was “well, that will never work for me.”
The first thing I thought of after hearing this was the saying, “Those who say it can’t be done are usually interrupted by those already doing it.”
The bottom line is if you want to improve your sales performance, you have to be open to new ideas and willing to change the way you are doing things now. You also have to be prepared to take some new course of action. Otherwise you will only be repeating the same mistakes over and over again.
Our Coaching Services have helped many achieve their sales potential. For some, it was helping them make the right career connections. For others, it was improving their sales or sales management skills. And for others, it was showing them some simple techniques to maximize their marketing efforts online. As I believe I can help you succeed too, I would like to invite you to enter to win a free sales training and coaching session with me, the B2B Sales Coach.
Albert Einstein once said, “The definition of insanity is doing the same thing over and over again and expecting a different result.” You can either gain 10 years of experience, or you can repeat one year’s bad experience ten times. The choice is yours.
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
Posted by Susan A. Enns under Sales Skills
Technology has changed our lives forever. We can now communicate with virtually anyone, anywhere at any time. However, technology has also created a new set of rules for what I consider acceptable and unacceptable behavior.
Some believe this new business etiquette to be generational in nature; that since those who are younger grew up with technology, it is only them who make these faux pas. Since I have personally experienced people of all ages make these mistakes, I say age has nothing to do with it.
Let me give you some examples. (more…)
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
I used to work in an industry where the summer was a dead time for the sales team. The customers would shut their production down for a week or two. Contacts were on vacation and nothing moved. Then late August and early September would come and sales would start happening. This resulted in the sales people moving too fast and mistakes happening. I effected both the sales person and the customer.
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Posted by Susan A. Enns under Sales Skills
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…)
