A Sales Compass – A Blog by B2B Sales Connections

Voice mail is a fact of life in sales, but most sales people don’t know how to properly leave a voice mail message. First, always leave your number. In fact, leave it twice, once close to the start of the message and again at the end. Your recipient may not have your number handy, or your cell phone may cut out. There may be no way to call you back even if they wanted to.

Secondly, slow down! Your prospect will delete your message before they will listen to it a second time. When you leave your number, write it down at the same time. This will ensure you’re speaking slowly enough so your prospect can write it down too. Improve your voice mail skills, receive more returned phone calls! It’s that simple!

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? 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!

Susan A. Enns

www.b2bsalesconnections.com, www.linkedin.com/in/SusanEnns, or www.twitter.com/SusanEnns

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Are you on track for to qualify for this year’s sales contest? 

When reviewing your results, don’t just look at how much you have sold so far, but also how much more needs to be sold to qualify.  If a contest runs across a number of months, break down the larger target into smaller ones that cover shorter time frames.  For example, if you need to sell $21,000 in 3 months, you should focus on the $7,000 per month that you need to qualify.

Remember, you can’t change the past, so focus on the future!

Aim Higher!

For a free copy of  What To Do Today To Sell More Tomorrow, visit our Download Centre at www.b2bsalesconnections.com/download_centre.php.

Do you need an expert sales coach who is affordable and accessible?  For less than an average dinner out, you can consult with us every day and receive the personal direction you need.  For more information, check out www.b2bsalesconnections.com/coaching_services.php.

Susan A. Enns, B2B Sales Connections

www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/susanenns

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Do you ever wonder if your email was received?  With today’s spam filters, it’s a valid concern!  To keep your sales process moving forward, phone the recipient the day after your send the email (or fax) and ask if they have received it. 

When you follow up like this, there are only four possible outcomes, all of which help you to advance the sale process:

1. You have to leave a voice mail.  At the very least, your message will build your credibility because you took the time to follow up. 
2. You connect with your prospect and learn that the email was not received.  At least you now know you need to resend it.
3. You make contact, they have received your email, but haven’t had a chance to look at it.  Again, your follow up has built credibility, and more importantly, you have drastically improved the chances that you email will be read in the very near future.  This is also a perfect opportunity to book a phone appointment in a few days to discuss things further with your prospect.
4. The email was received and reviewed, and the sales process can continue, right there and then.

Regardless of the possible outcome of your email follow up call, you will have built your credibility and you will have moved your sales process forward.  Any way you look at it, that’s a good thing.

Aim Higher!

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

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It is wrong to believe that every company can and will buy from you.  For example, it is unlikely sell restaurant equipment to retail clothing stores.  You could try, but chances are you would just be wasting your time.  In the same way that sports fans see mostly beer commercials and Saturday morning cartoon viewers see mostly toy ads, you must target your prospecting efforts.  Take the time to review and track your past sales to clearly define your target types of companies.  Once you know your targets, spend your time where you are most likely to find them!

Aim Higher!

Looking for tips on how to sell more? Join our free webinar where we share sales tips from top producers. 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, or www.twitter.com/SusanEnns

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Do you carry a portfolio binder with you when you are on sales calls?  Make sure you add copies of reference letters, customer lists, and other testimonials.  That way you are always prepared to show them and build your credibility whenever the need or opportunity arises.

Aim Higher!

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

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What do your customers have in common?  How many employees do they have?  What industries do they operate in?  How often do they use your product?  What related products do they also use in addition to your product?

When you start to track your past successes, you can identify commonalities that help you define who is most likely to buy from you in the future.    In doing so, you clearly define your target market,  ensuring you will spend most of your time talking to prospects that are most likely to buy.

For an automated sales tool that tracks your sales and clearly defines your targets, check out the Target Market Definition Tool at www.b2bsalesconnections.com/automated_tools.php.

Aim Higher!

Susan A. Enns, B2B Sales Connections

www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns

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The ultimate goal of any business is to make a profit.  Four years of business school and over 22 years of work experience have taught me that.  Absolutely everything a company buys affects its bottom line.  Even a pencil that lasts longer or is less expensive than the previous one purchased helps a company to make more profit.  Help you customers get to where they want to go by showing them how to your product helps them make more profit! 

Aim Higher!

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

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If you belong to a networking group where everyone introduces themselves to the whole group before you start face to face interaction, then I would like to give you a quick idea.  Always have a pen and paper ready when people are introducing themselves. When you hear from someone you want to meet write down their name and their company so you can introduce yourself once the mixing & mingling starts.

If you don’t get a chance to talk to them at the event you can look up the company and call the person directly. Often a personal call a day or two later will net better results than a few minutes of talking at a busy networking event.

If you would like more information on how to create your own unique value proposition for networking and business development I would be happy to send you a copy of  Creating Your Unique Value Proposition.  Just send an email request to rjweese@b2bsalesconnections.com  and I will send you a free copy

AIM HGHER!

Robert J. Weese  – www.b2bsalesconnections.com

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Do you track all of your prospecting contacts in contact management program?  Make sure you enter every call, regardless if they are a prospect or not.  Not only it is important for you to know where to go when, but it is also important to know where not to go.

Aim Higher!

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

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If you sell a simple or transactional product where the customer can make the buying decision very quickly, don’t write the price on a brochure when the prospect asks for a quotation.  Write the price on an order form instead.  Not only will this give the prospect the information he has requested, but it will save a lot of time because the sale will close much more quickly.

Aim Higher!

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

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