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!
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!
“I don’t have time to prospect!” There’s a line that will send your sales manager scrambling to search through their resume database.
To survive in sales, finding the time to prospect is not optional! Every sales representative needs a steady stream of new opportunities entering their sales funnel if they expect the right amount of sales flowing out. (more…)
I was recently asked: “If you are new to cold calling how do you know when you are ready to pick up the phone? ” The short answer to this question is when you have properly planned your prospecting approach and you have a phone number! (more…)
A common question I receive from sales reps is: “When I am prospecting, I always hear “I am happy with my current supplier.” I can’t sell when I can’t even get in the door. How should I handle this objection?”
Of course you hear this objection over and over! Most prospects are happy with their current supplier. Otherwise, they would have called you before you called them! If by some chance the prospect was unhappy enough that he picked up the phone to call you, they would have also called your competitors as well. (more…)
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:
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.
You connect with your prospect and learn that the email was not received. At least you now know you need to resend it.
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.
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.
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!
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.
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.
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!
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…)
One thing I hear from sales representatives all the time is “My sales manager tells me I need to do more prospecting calls but the days don’t seem long enough. I am already working long hours each day so I don’t know where I can find the time!”
To survive in sales, finding the time to prospect is not optional! The best way to do this is to arrive at the office Monday morning with your week already booked. (more…)
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.
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