Posted by Susan A. Enns under Sales Skills
It seems like one of the most discussed topics in the online sales networks these days is how can sales people get more prospects to return their voice mail messages. My answer to you is, regardless of the actual message itself, you first have to stop making the mistakes that make it impossible for the prospects to return your calls even when they want to! (more…)
Posted by Robert J. Weese under Sales Skills
‘I hate cold calling”. Have you heard that line a thousand times or more in your sales career? Or how about the promise to “never make another cold call again”. Let’s not forget the ever popular “cold calling is dead”. Of course there are tons of books, articles, blogs and tirades about the death of the cold call but there are still lots of industries where they work and lots of sales people who are very successful because they pick up the phone and dial.
Posted by Susan A. Enns under Sales Skills
Do you find that there are just not enough hours in a day? Are you working long hours, making call after call, but you still don’t sell enough to even come close to reaching quota? If you answered yes to these questions, you may be one of the many sales representatives who mistakenly believe that being busy is the same as being effective. (more…)
Posted by Susan A. Enns under Quick Sales Tips
It is dangerous to believe that every company in your target market can buy from you at any time. For example, it is unlikely that you would lease a new car today when your current lease still has two years left. Know how often your prospects buy your products. This is not the same as how often they use your products, but rather how often they renegotiate the contracts for their use. You use you car every day, but you only buy a new one every few years. Knowing where your targets are in their buying cycle ensures not only you being in the right place, but being there at the right time!
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? 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, www.twitter.com/SusanEnns, or www.youtube.com/user/SusanEnns
Posted by Susan A. Enns under Quick Sales Tips
No one returning your voice mails? That’s probably because you are speaking too fast! When you are leaving your phone number on a voice mail, write it down at the same time. That will ensure you speak slowly enough so that your voice mail recipient will be able to write it down too!
Aim Higher!
Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com or www.linkedin.com/in/susanenns
Posted by Robert J. Weese under Sales Career Advice, Sales Skills
I just had a call I just had call from a sales person who wanted more information about a job we have posted. This person committed 4 telephone blunders that happen all the time and unfortunately they won’t ever know why they didn’t make it to the interview process. In hopes that you don’t make the same blunders whether searching for a job or calling prospective customers I am going to list the 5 most common errors that we hear on a daily basis. (more…)
Posted by Susan A. Enns under Sales Skills
Whether it’s a prospecting approach, a fact find, or a presentation, there has always been plenty of disagreement among sales professionals as to whether what will be said should be scripted ahead of time.
Those that say that every sales call should be scripted, regardless of its purpose, believe that without a preplanned script, important information will be missed, therefore decreasing the chance of making the sale. On the other hand, others believe that scripting makes everything sound too “canned”, making the customer feel like he is nothing more than a commission check, therefore decreasing the chance of making the sale.
To script or not to script? (more…)
Posted by Susan A. Enns under Quick Sales Tips
Don’t always leave the same voice mail messages for prospects. Script a series, each with a different benefit statement. With persistence, sooner or later one benefit message will induce the prospect to return your call.
Aim Higher!
Susan A. Enns, B2B Sales Connections
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.
