A Sales Compass – A Blog by B2B Sales Connections

Did you know that business people who read at least 7 business books a year earn over 2.3 times more than people who read only one book per year?  Think you don’t have time to spend on your own ongoing personal development? Did you know that if you spend just 10 minutes a day reading, that adds up to over 60 hours a year?

Investing in yourself is always a safe bet!

Prospecting Your Way To Sales Success – How to Find New Business by Phone, Internet, & Other New Media by Bill Good (more…)

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Cell phones can often cut out.  When listening to your voice mail, sometimes all your recipient can hear is “613-???-?295″.  They have no way of calling you back if they wanted to!  Always say your phone number twice, once close to the start of the message and again at the end.

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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You don’t always have to answer a customer question in person to be effective.  Sometimes an after hours voice mail message with the requested answer not only satisfies your customer, it saves you valuable selling time as well.

Aim Higher!

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

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Tired of voice mail tag?  Try leaving a detailed message on your first call.  That way, if you are not available when your contact calls back, at least they can leave the answer to your question on your voice mail.

Aim Higher!

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

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Should you answer your cell phone or PDA in a sales call?  Most people consider it rude if you let your phone ring, let alone answer it while you are in a meeting.  To paraphrase an old saying, one face to face prospect is worth two on the cell phone!

Aim Higher!

Susan A. Enns, B2B Sales Connections

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

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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

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Your voice mail is not just a message taker, or it can also be a sales tool. Most times prospects and customer hear your message before they have a chance to talk to you. Why not seize the opportunity to give a brief marketing piece?  “Ask me about our new widget that will save you …” can generate some interest to be discussed further when you return your customer’s call.

Aim Higher!

Susan A. Enns, B2B Sales Connections
www.b2bsalesconections.com or www.linkedin.com/in/susanenns

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Stop taking phone calls when you can’t devote your entire attention to the caller. Nothing is more frustrating than you asking them to call back because you can’t take notes right now as you are in the middle of a meeting. The customer would have preferred your voice mail so they could have told you what they needed in the first place.

Aim Higher!

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

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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…)

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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

www.b2bsalesconnections.com

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