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

December 23, 2013|Mary Jane Copps
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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.

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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

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