It’s amazing how often quotes aren’t followed up in B2B. They are your best chance of business, so if you are only going to call 10 people today, make sure it’s those you’ve sent quotes to. Also you want a reasonable return on the amount of time you’ve invested in preparing the proposal. That’s reasonable. Remember to use a number of methods of contact.
Lead with a question is a great tip to engage the other person in communication. Plus you find out things you can base the relationship around. You also signal interest in them too.
5 sales mistakes to avoid. Work on your integrity to build great long term trading relationships with customers. This will make them more likely to buy from you more often. Take the long term view.
Is communication the most important factor in great customer service? It’s certainly one of them. It’s also the reason many customers complain. The lack of information.
Available a tips booklet on great customer service. ‘How to get your customers coming back for more.’ 101 top tips from the customer service professionals on what makes great service.
Running your sales funnel effectively is a key part of ensuring a good healthy, consistent level of customers and business. Ignore it at your peril.
8 traits of successful sales people. What makes some sales people more successful than others? Not just these 8 for sure, but this is a good blueprint to help keep your own personal bar set high. Setting high standards leads to greater satisfaction and more success. You know it makes sense!
Who should you be calling today when planning out your prospecting day? Mix up the various categories within your call pot to make your day more interesting and motivating.
Building up your knowledge about the decision-making unit within your client accounts is important to help keep your competitors out. Otherwise you’re vulnerable if one day your key contact leaves. On a recent course we discussed some ideas to help you keep in with your customer accounts.
Sales teams are less able to drive around visiting customers so telephone skills are becoming increasingly important. Rising cost of fuel and less willingness by customers to meet face-to-face increases the importance on the humble telephone.