Sell on Emotion, Not on Specifications!
People buy on emotion and then justify with logic. This means your message must connect on an emotional level first. You need success stories about how you helped a customer reach their goal or solve a...
View ArticleAn Email Tip to Keep the Communication Flowing
If you are emailing back and forth with a customer or business associate and the subject matter of the email changes from the original topic, change the subject line to reflect it’s a new discussion....
View ArticleWhat Is It That You Really Sell?
Quick! In 15 seconds of less, what do you do for a living? No, I didn’t ask what product or service do you sell; I asked what do you do. Believe or it not, these are two different questions. So often...
View ArticleIf You Are in Sales, It’s Time To Get Your Gas Receipts in Order!
It happens at this same time every year. Sales professionals everywhere are now pulling out shoe boxes full of receipts and cursing at the thought of having to sort through them before they can file...
View ArticleB2B Sales Connections LinkedIn Group Reaches 8000 Member Milestone!
We’re celebrating a milestone. The B2B Sales Connections LinkedIn Group just passed the 8,000 member mark and we are growing fast! We hit 7,000 just two months ago. This really shows the power of...
View ArticleStop Encouraging Your Prospects To Ask For A Discount!
How do you tell your prospect your price? If you add adjectives like “our usual price”, ” the suggested list price” or “our regular price”, you are actually inviting the prospect to negotiate and ask...
View ArticleAddress Your Prospects and Customers Correctly!
When you are introduced to someone, do you shorten their name? Do you say Tom when meeting Thomas? Dave when introduced to David? Sue to Susan? Stop! Many people don’t like their names shortened...
View ArticleDon’t Have Time to Prospect?
Have you ever thought, “I would love to sell more but I just don’t have the time to prospect.” Please! When we say we don’t have the time to do something, what we are really saying is that we chose not...
View ArticleIt’s Summer… Let’s Sell More!
I had the pleasure of being a guest on the Sales Coaching Chalk Talk radio program recently. The host, Hugh Liddle of Red Cap Sales Coaching, and I shared many quick sales tips on the program,...
View ArticleHow to Get Past Gatekeepers When Telemarketing
The more I get to know Jim Domanski of www.telesalesmaster.com and his telesales techniques, the more I am becoming a fan. Check out this video where Jim discusses two excellent sales techniques on how...
View ArticleWhat’s Your Sales Pre Game Warm Up?
Professional athletes always go through a pre-game warm up to ensure they are mentally prepared to perform at their best. So should sales people. Before you enter your prospect’s office, take a moment...
View ArticleIs Your Home Office Holding You Back?
Many business people, especially those just starting out are nervous about letting their clients find out they have a home office. First they don’t know what to say is when someone requests a meeting...
View ArticleMy Email Pet Peeve Rant
Let’s face it; email is not going to go away any time soon. It’s a part of daily lives, whether we like it or not. However many of us are still addressing our emails in such a way that it actually...
View ArticleWhy Are You Making This Sales Call?
What is the purpose of your sales call? What do you specifically want to accomplish? How will you know if it was a successful sales call? If you can’t answer these questions because you do not have a...
View ArticleDid Your Prospect Even Receive Your Email?
Do you ever wonder if your email was received? With today’s spam filters, it’s a valid concern! Sometimes an email gets through, sometimes it doesn’t, so really, how do you know? To keep your sales...
View ArticleStop Playing Email and Phone Tag to Arrange Meetings !!!
I’m the first to admit that technology has given me much faster and more efficient methods of collaborating with clients and prospects; but I am always amazed that very few people are actually taking...
View ArticleTake Your First Step to Sales Success!
Set a goal, take your first step towards it, and before you know it, you start to wear out your shoes! And if you think sales reports are a waste of time, or that tracking your activity doesn’t work,...
View ArticleQuick Sales Tip: Price versus Value
Sales Tip: If you sell on price, you will lose on price. If you sell on value, the price becomes secondary. More quick sales tips here. Aim Higher! Susan A. Enns, B2B Sales Coach and Author of Action...
View ArticleQuick Sales Tip – Keep Your Promises!
Sales Tip: Do what you say you are going to do, when you say you are going to do it. Breaking a commitment to a customer is worse than never having made the commitment in the first place. More quick...
View ArticleHow to Build Relationships & Trust with Prospects
Here is another highlight from my interview with www.socialagendamedia.com. SocialAgenda Media: “You don’t close a sale, you open a relationship if you want to build a long-term, successful...
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