Entries tagged with “sales tools”.
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Posted by Susan A. Enns under Quick Sales Tips
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
Posted by Susan A. Enns under Quick Sales Tips
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
Posted by Susan A. Enns under Sales Skills
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…)
Posted by Susan A. Enns under Sales Career Advice
If you are like most sales people, you have a shoe box full of receipts from last year. Unfortunately, when tax time rolls around, you are going to have a big sorting job ahead of you.
For this year, however, why not start the year off right? I recommend throwing the shoe box away and replacing it with a filing system for your deductible expenses.
I am by no means an accountant, but here is a filing system that was recommended to me to organize receipts for sales representatives. (more…)
Posted by Robert J. Weese under Sales Skills
Look for Unrecognized Problems & Unanticipated Solutions
One of the best sales questioning techniques I ever learned was from a former boss & mentor. He delivered a training session that taught us when a customer gave a key requirement statement we had to take a moment and ask ourselves “which means”? The key was to never assume you know what the customer actually meant; you had to pose further questions which would dig deeper to find the unrecognized problem. This would help the customer fully explain the reason for the need and the implication for their operation if they did not meet the requirement.
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Tags: b2b marketing, b2b sales, Business to Business Sales, Consultative Selling Skills, fact finding, Needs Assessment Skills, Professional Selling, prospecting, sales professional, Sales Skills, sales tools, sales training
Posted by Susan A. Enns under Quick Sales Tips
Did you know that if you have a $1 million quota, your time is worth $2,000 per hour? Are you doing the same things over and over again? Automating proposal templates, automatic price calculators, and email templates can free up more selling hours in your day. How much more could you sell if you freed up just an hour more per week to spend on selling?
For more information, visit http://www.b2bsalesconnections.com/automated_tools.php
Aim Higher!
Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com or www.linkedin.com/in/susanenns
Posted by alenmajer under Quick Sales Tips
You are not born knowing how to walk. But you had to, one step at a time, to make the first step. After each attempt and all of your hard work, each step turned into a learned skill where you were able to finally walk.
It is the same in sales – you have to put the efforts in motion and start learning about new sales tools available to you. There is something you simply have to start doing that your competition is not doing and that is learning about your customers’ situation, their wants and needs. With trigger events you will be better prepared for challenges that customers are putting in front of us each day.
- Trigger events will help you with research and qualification process.
- Trigger events will give you the clue about the timing.
- Trigger events are here to help you differentiate prospects from suspects.
Alen Majer
www.AlenMajer.com
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