It is dangerous to believe that every company in your target market can buy from you at any time. For example, it is unlikely that you would lease a new car today when your current lease still has two years left. Know how often your prospects buy your products. This is not the same as how often they use your products, but rather how often they renegotiate the contracts for their use. You use you car every day, but you only buy a new one every few years. Knowing where your targets are in their buying cycle ensures not only you being in the right place, but being there at the right time!
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.
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!
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…)
Whether it’s a prospecting approach, a fact find, or a presentation, there has always been plenty of disagreement among sales professionals as to whether what will be said should be scripted ahead of time.
Those that say that every sales call should be scripted, regardless of its purpose, believe that without a preplanned script, important information will be missed, therefore decreasing the chance of making the sale. On the other hand, others believe that scripting makes everything sound too “canned”, making the customer feel like he is nothing more than a commission check, therefore decreasing the chance of making the sale.
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.
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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