A Sales Compass – A Blog by B2B Sales Connections

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…)

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“You will never leave where you are, until you decide where you’d rather be.” – Dexter Yager

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I am sure you have heard it said if you want to break a bad habit or make a change in your life you need to work on the new behaviour or skill for a minimum of 21 days.  Unfortunately, many people seem to think if they can quit smoking for 21 days they will never smoke again. The same goes for losing weight or making other changes in your personal life or your career.  Not true! (more…)

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The secret of being successful in selling is the ability to transmit or transfer your energy, enthusiasm, and emotions about your product or service to the mind of the customer. If you fail to do that, you will not sell.

Alen Majer

www.AlenMajer.com

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“Success is finding a way to make your customer win!” – Terry Beck

Aim Higher!

Susan A. Enns, B2B Sales Connections

www.b2bsalesconnections.com

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I participate in a few charity golf tournaments eachsummer.  At each one, I keep hearing the same comments from some of the participants.  “I never hit the ball well off the first tee.” and “I won’t make the putt because I am not a good putter.”  Interestingly enough, everyone who made those comments was right!  They didn’t hit well off the first tee.  It wasn’t that they couldn’t hit the ball because they certainly did off the next tee, but why not the first?

The reason is they kept telling themselves they wouldn’t.  They thought it to be true therefore they made it be true.  (more…)

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“The bitterness of poor quality lives long after the sweetness of the lowest price.” – Author Unknown

Aim Higher!

Susan A. Enns, B2B Sales Connections

www.b2bsalesconnections.com

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Order-takers are mainly helping the customer to buy goods they want. Customer needs them to finalize a purchase; they need someone to clarify a few details about the product, or to learn from the order-taker about the support or delivery, terms of payment, warranties, etc.

Sales professional on the other side is creating a specialized situation which forces customers to think about the consequences of not buying the offered solution – of not making the move to improve their position on the market.

Are you an order-taker or a real sales professional?

Alen Majer

www.AlenMajer.com

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Carry with you at least 2 blanks of every type of paperwork your prospect must sign to process your order.  That way, you won’t have to make an embarrassing return trip if you happen to make a mistake.  More importantly, you will always be prepared to close the sale whenever your prospect says yes!

 Aim Higher!

Susan A. Enns, B2B Sales Connections

www.b2bsalesconnections.com

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“Don’t wait for your ship to come in, swim out to meet it!” – Gary Wood

Aim Higher!

Susan A. Enns, B2B Sales Connections

www.b2bsalesconnections.com

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