A Sales Compass – A Blog by B2B Sales Connections

Pre-call research, either on the internet or from other sources, is great, but don’t over do it.  The extra information found, given the time taken away from selling, may not be worth it.  Sooner or later you are going to just have to pick up the phone and call the prospect!

Aim Higher!

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

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“When you make average great, your dreams will become a reality.” – Susie Orman

Aim Higher!

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

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Professional athletes always go through a pre-game warm up to ensure that they are mentally prepared to perform at their best.  So should sales people.  What is the purpose of your call?  What do you want to accomplish?  Before you enter your prospect’s office, or before you pick up the phone, take a moment to get your head in the game!

Aim Higher!

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

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“Tough times don’t last, tough teams do.” – Gregory Peck

Aim Higher!

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

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How do you tell your prospect your price? If you add adjectives like “our usual price”, “the suggested list price”, or “our regular price”, you are actually inviting the prospect to negotiate and ask for a lower price. Instead, try “the price is” and simply state the fact.

Aim Higher!

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

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“When you are good in sales, you are never unemployed.” – John Noble

Aim Higher!

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

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Once again this week a learning opportunity knocked on my door. As background information, I should explain that the City of Ottawa is launching a new green bin recycling program early in the New Year.  This week they first went door to door to drop off our new recycling bins, and then yesterday they had crews going door to door answering residents’ questions. 

The program has raised a number of concerns with the public, and some would argue is quite controversial.  Since I don’t fully understand the program myself, I welcomed the opportunity to receive the answers to my questions.  I was soon frustrated and disappointed by what I was hearing, however the reason why had nothing to do with the recycling program.  It was because I wasn’t getting any answers!  Finally, after the fourth “I don’t know” I gave up.  (more…)

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Can you describe what you do in 30 seconds or less?  Most sales reps can’t.  The best elevator speech answers the question, “what does a good referral look like?” 

Aim Higher!

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

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“There is a difference between ten year’s experience and one year’s experience times ten.” – Author Unknown

Aim Higher!

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

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Do you wear a name tag at  networking meetings or trade shows?  The proper place to wear your name tag is high on your right side.  That way, it is in the natural line of sight of the person you are meeting when you shake hands.

Aim Higher!

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

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