When you move from one sales job to another, sometimes the sales processes change dramatically. For example, if you were in a job that was more relationship-based selling, it can be quite the transition to go to a position where telephone prospecting is front and center. If you find yourself in this situation, don’t lose [...]

Never start off a phone call with a customer with whom you haven’t talked in awhile with a line like, “I just thought I’d touch base with you.”

This is particularly important if you’re selling in a B2B environment and let me explain this one first. If you’re selling in a B2B environment, you’re dealing with people who value their time. It’s hard to find a businessperson who does not have more on their plate than they have time to get it all done.

Texting has become commonplace, but don’t ever text a customer or prospect — unless they have first texted you.

Phone calls are meant to be made standing up! I can’t emphasize this enough. People who speak with passion and energy close more sales. People who speak with passion and energy have a higher level of sales motivation. Gee, they go together. Not difficult, but amazing how it gets lost in translation somewhere along the way.

Guest post Monday and we have Jean Palmer Heck, president of Real-Impact Inc. She is an author and speaking coach and offers us a simple technique we can all do to improve our communication skills and boost our sales success.