3 “Must Do’s” for B2B Sales in 2014 (Part III)

December 23, 2013|Mary Jane Copps
Tweet
Share
Share

I’ll keep this brief … and so must you!

It is vital to your sales success that you practice precision, brevity, efficiency. All of our prospects, and customers, want more of our most valuable resource – time. When we show respect for our prospect’s time by delivering our message clearly and concisely … we close more sales.

This applies not only to your phonework (for which you should have a 20-second pitch that focuses solely on your prospects’ needs) but also to your email messages and your proposals. A 9-page proposal will close less business than one that’s 2 pages; an email that requires a lot of scrolling will close less business than a message that fits on one screen.

Precision and efficiency are now absolutely essential to the art and craft of sales in 2014. Stay tuned for more information and tips in the coming months.

For now my utmost thanks to all my faithful readers. So many of you have reached out to me in 2013 (by phone!) and it is so appreciated. You bring me back to the “blank page” each week and I am very grateful.

Wishing everyone a fabulous holiday season, filled with family, friends, food and rest. We’ve all had a crazy, busy year and I’m sure 2014 will continue to offer us fabulous opportunities at the same hectic pace. May this season of hush provide you with the time to recharge and refocus.

Happy New Year! I’ll be back in your inbox on January 12.

Closing a sale is the natural outcome of inspiring great conversations and listening intently to our potential customers. This natural approach still involves a process – a plan that moves potential customers through a journey of discovery with you. So ... what's your process? And am I the right sales coach for you? Let's find out.

Tweet
Share
Share

0 thoughts on “3 “Must Do’s” for B2B Sales in 2014 (Part III)”

  1. Always read your pieces with interest and appreciation!

    I just read a review of the latest sales help book “Go-givers Sell More”…and plan to read it over the holiday.
    It fits with my personal philosophy of selling and could be a good source of commentary for you.
    I find the phone a valuable medium in giving more to clients than just the sales pitch.

    Reply

    • Thanks, Colin. Great to hear from you. I will investigate the book too and I love how you view the phone as a way to give more to your clients. So true!

      Reply

Leave a comment

When you subscribe to my weekly blog, you'll immediately get my detailed ebook The Why and How of Following-up featuring my best advice plus examples of success you can duplicate.

NEW

Topics

Tags

answering the phone art of conversation asking questions b2b phone communication b2b phone sales b2b sales business processes business relationships client communication cold calling conversation skills customer excellence customer experience customer loyalty customer relationship management customer retention customer service customer support difficult communication difficult conversations email communication entrepreneurs etiquette follow up inspire conversation leaving messages listening skills phone customer service phone etiquette phone fear phone phobia phone sales phone sales techniques phone sales training prospecting sales calls sales process sales skills sales strategy sales success sales training selling by phone small business storyfinding voicemail

What's The Phone Lady doing?

  • One-on-one coaching with 6 amazing entrepreneurs - info about sales coaching here
  • Designing a sales campaign - that includes phone conversations - for a waste management consulting firm
  • Creating client communication module for college students
  • Delivering remote learning on essential business communication skills for job search
  • Remote learning experience on sales and customer service skills for vet equipment company
  • Remote learning experience for financial advisors
  • In-person learning experience with new business owners on creating a sales process
  • Remote learning experience on essential skills to reach and inspire conversations with C-suite executives
  • Team coaching for a firm representing natural products for arthritis in dogs
  • Remote learning experience on sales and customer service skills for a transportation company
  • Remote learning experience on both discovery and sales calls for new startups

Do you or your team want to improve your communication skills? Do you have a communication question or challenge you'd like to discuss? This quick-to-fill-out form is easy to use and you'll hear from Mary Jane very soon.