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!
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!
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.
No matter how much we wish it wasn’t so, business slows down during the summer. If a prospect isn’t on vacation, chances are he is covering for someone who is. Despite the fact many sales reps use the phrase “the lazy days of summer” as an excuse to do nothing but hit the golf course, there are plenty of productive sales activities to do to keep busy at this time of year. (more…)
“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 concern I hear from sales representatives is that they have trouble booking appointments to present their recommendations to their prospects. Everything goes well in the needs analysis meetings, but when it comes time sit down and present the solutions, the prospect won’t return their calls.
One of the biggest mistakes made by sales representatives is that they finish a needs analysis meeting or fact find with a statement like, “Thank you for your time, Mr. Prospect. I’ll get back to you when my proposal is ready.” Weeks of voice mail tag can go by before the next meeting, and by then all of the momentum created has long since been forgotten. (more…)
I received this in an email from a friend of mine. Not only did I find it very funny, but I also found it very relevant in today’s business world. I don’t know who wrote it originally, but I understand it was two math teachers with a combined total of 70 years experience. If I ever do find out who wrote it, I certainly would shake their hands!
Speaking from a strictly mathematical viewpoint…it goes like this: (more…)
I had one of the worst customer service experiences in my life yesterday. As often happens, a bad experience on one hand turned into a learning experience on the other. (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…)
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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