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I was recently asked in a B2B Sales Connections LinkedIn Group Discussion: how do you call someone who said “no” the last time? He said “not interested, we are covered” and hung up. How are you going to call him again? What do you say? “I know last time you said no to me but I would like to explore your situation a little bit deeper?” I think that if he hung up on you the first time, he will probably do it again.

My response: When we make a telephone prospecting call, we never know the situation we are calling into. The fire alarms could be going off, for all we know. As such, the “I’m not interested” and the hang up can and often is a very automated response. In fact, in my experience, when you call back, the prospect will not even remember you called the first time. Therefore, you cannot assume he will hang up on you again. In fact, you have to believe the exact opposite. In other words, if I truly believe that I can help the prospect get to where he wants to go, I keep calling!

Taking this a step further, when a prospect says “I’m not interested”, what he really is saying is “you were not interesting enough”. I go into great detail in my book, Action Plan For Sales Success on how to create a prospecting approach that minimizes this objection, but in a nutshell, you have to create an approach that is very customer focused that makes them think, “tell me more”. You can also download a free whitepaper entitled “How to Create Your Unique Value Proposition” to help you get started to improve you approach from the B2B Sales Connections Free Download Centre.

Aim Higher!

Susan A. Enns, B2B Sales Coach and Author of Action Plan For Sales Success and Action Plan For Sales Management Success
B2B Sales Connections

Want to know more sales techniques used by today’s top producing sales management professionals? Check out all of our sales and sales management training webinar videos. They are available for instant download and viewing! Watch them as often as you like, whenever you find it convenient, and pause them anywhere to learn at your pace!

“I love the B2B Sales Connections website. It is an amazing resource for anyone involved in B2B selling.”

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Here is another question and answer from my interiew with business.com.

Business.com: Everyone knows that with sales, communication skills are paramount. But what should you look for in terms of research and analytical skills, as well as the technical skills necessary to operate the software and hardware for the job?

Susan: When recruiting sales people, the question is not can they sell, but rather can they sell what you want sold. If your product dictates the sales person to have a certain level of analytical or technical skills to be successful, you then should make that a minimum requirement for all candidates. You either have to ensure they have the skills necessary before you hire them, or you need to add training for those skills in your onboarding process.

For detailed instructions on how to define and find your ideal sales candidate, check out my book, Action Plan For Sales Management Success. As one associate wrote, “Your content, delivery and practical examples provided the students an excellent foundation to understand the complex topic of Sales recruitment and socialization.”

Aim Higher!

Susan A. Enns, B2B Sales Coach and Author of Action Plan For Sales Success and Action Plan For Sales Management Success
B2B Sales Connections

Want to know more sales techniques used by today’s top producing sales management professionals? Check out my webinar video recording, “Your 90 Day Sales Rep Success Plan – How to create an On Boarding Process that puts your sales reps on the right road to success!” on our sales and sales management training webinar videos page. All our recordings are available for instant download and viewing! Watch them as often as you like, whenever you find it convenient, and pause them anywhere to learn at your pace!

“I love the B2B Sales Connections website. It is an amazing resource for anyone involved in B2B selling.”

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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 enterprise”, said Patricia Fripp. What have you learned from your initiatives toward building relationships and trust with your prospects in a way that contributes to your long-term success?

Susan: I define trust as a prospect’s belief that you will do exactly what you say you will do, when you say you will do it. Based on my experience and simply put, if a prospect doesn’t trust you, he will not buy from you.

The challenge is that often we need to open sales opportunities with prospects that have never heard of us before, let alone trust us enough to buy from us. Therefore, the key question is how can we as sales professionals systematically build trust into the relationship throughout the sales process so that the prospect eventually feels comfortable enough to buy from us. In my opinion, one of the best ways to do this is through the effective use of customer testimonials.

For detailed instructions on how to ask for testimonials and then use them to build trust and increase sales with your customers, check out my webinar video, “How to Build Trust“.  As one attendee wrote, “I just wanted to thank you for your great webinars and for teaching to ask “can I quote you”.  It’s a simple phrase but’s its changed my business and has helped me build trust with new and repeat customers. … Thanks again, it’s really made a positive difference and yes, you can quote me on that!”

Aim Higher!

Susan A. Enns, B2B Sales Coach and Author of Action Plan For Sales Success and Action Plan For Sales Management Success
B2B Sales Connections

Want to know more sales techniques used by today’s top producing sales management professionals? Check out all of our sales and sales management training webinar videos. They are available for instant download and viewing! Watch them as often as you like, whenever you find it convenient, and pause them anywhere to learn at your pace!

“I love the B2B Sales Connections website. It is an amazing resource for anyone involved in B2B selling.”

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appointment-clockI was listening  to a group of business people discussing how frequently they have set up phone meetings with someone only to result in a “no show”.

Telephone appointments are just as important, valuable and critical to your business as face to face meetings. So what do you do when you had a planned phone call with a prospect or client and they don’t’ show up?

As a business sales coach I spend a lot of time working with clients and prospects on the phone and there is nothing more frustrating than missed calls. The customer got busy, they forgot, something else came up and you are now stuck with an hour of non-billable time. (more…)

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You should be prepared for any or all of these questions from sales agents when you approach them for the first time. If you have never dealt with agents before and they are experienced then they will most likely have more questions for you than you will have for them. Preparation is the key. The more you know about what they may ask the better off you will be. By reviewing these questions you can prepare the information that may be necessary.

In my interview with Craig Lindsay, President of Pacesetter Sales Associates, he mentioned a couple of key points that are worth repeating here. Agents cannot provide a “magic wand” if your company is in trouble and sees this channel as a quick fix for poor growth. Working with agents requires a long term commitment in order to be successful. A company must do their homework and understand both their market and the agent’s business model. Craig has 16 questions that he uses to determine whether his agency is going to proceed with new product or manufacturer. He rates the answers on a scale of 1 to 10 and if the company does not get a good grade they will decline the opportunity.

As an example, he will give a company a score of 10 if they currently use sales agents and a 1 or zero if he feels they are just experimenting with an agent channel. By rating the companies it saves him time and ensures everyone at Pacesetters follows the same procedures when they are evaluating potential partners.

If the good, experienced agent doesn’t see a plan and structure in place they usually choose to pass on the program. If they aren’t concerned then they may be inexperienced and not a good fit in the first place. As one agent said during an interview, “if you don’t have a documented program in place then you’d better have a ‘cure for cancer’ otherwise I am going to walk.” As Michael Greber author of the E-Myth Revisited states, “in order for a business to work it must become a system so it works exactly the same way, every time, down to the last detail.”

Show the agents you have a structure and system in place and you will be way ahead of other companies that are dabbling in the alternate channel program and just can’t understand why agents are not interested in their products or services.

If you would like more detailed information about establishing your own channel of sales agents then order a copy of: How To Find Recruit and Manage Independent Sales Agents

The book is a comprehensive guide on how to select, manage and motivate sales agents. It provides proven exercises, forms, and templates to equip interested sales managers with the necessary tools to run their own successful sales agent program. As Brian Tracy, author of Ultimate Sales Success stated, “This fast-moving, practical book, based on years of experience, shows you how to leverage and multiply the sales potential of your products and services, selling five and ten times as much as you ever thought possible.”

To Your Success!

Robert J. Weese, Sales Coach & Author
B2B Sales Connections

Download the Webinar Video, How to Find & Recruit Commission Only Sales Agents in 30 Days. It’s available for instant download and viewing. Watch it as often as you like, whenever you find it convenient, and pause it anywhere to learn at your pace!

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Remember, your sales representatives have to start a sale in order to close a sale. If we manage their inputs, we will receive better outputs. More quick sales management tips here.

Aim Higher!

Susan A. Enns, B2B Sales Coach and Author of Action Plan For Sales Success and Action Plan For Sales Management Success
B2B Sales Connections

Want to know more sales techniques used by today’s top producing sales management professionals? Check out our sales and sales management training webinar videos. They are available for instant download and viewing! Watch them as often as you like, whenever you find it convenient, and pause them anywhere to learn at your pace!

“I love the B2B Sales Connections website. It is an amazing resource for anyone involved in B2B selling.”

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The first question that is most often asked by company executives looking to establish a sales agent channel is, “how much will it cost?” As usual the answer is “that depends”.

Before you grab some number out of the blue you need to research the facts. What are your projected sales for the territory? How much revenue do you expect to generate from a specific territory? How much will it cost us to have a direct sales representative in the territory.

Once you have these projections you can begin to formulate a plan of attack based on your budget. Since an independent sales agent partner does not cost you salary, benefits or expenses, your upfront costs will be similar to recruiting a direct sales person. On the other hand, the long term benefits will be a reduced cost of sale for your company. (more…)

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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 sales tips here.

Aim Higher!

Susan A. Enns, B2B Sales Coach and Author of Action Plan For Sales Success and Action Plan For Sales Management Success
B2B Sales Connections

Want to know more sales techniques used by today’s top producing sales professionals? Check out our sales and sales management training webinar videos. They are available for instant download and viewing! Watch them as often as you like, whenever you find it convenient, and pause them anywhere to learn at your pace!

“I love the B2B Sales Connections website. It is an amazing resource for anyone involved in B2B selling.”

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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 Plan For Sales Success and Action Plan For Sales Management Success
B2B Sales Connections

Want to know more sales techniques used by today’s top producing sales professionals? Check out our sales and sales management training webinar videos. They are available for instant download and viewing! Watch them as often as you like, whenever you find it convenient, and pause them anywhere to learn at your pace!

“I love the B2B Sales Connections website. It is an amazing resource for anyone involved in B2B selling.”

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They say that if you are good in sales, you are never unemployed. The problem is that if your sales job is not a good fit for you, not only are you not as happy as you should be, you are simply not earning the income you could. To top it off, you may never know your ideal sales job exists or where to find it because up to 90 % of the jobs available are not even advertised!

Download my webinar video and join me, Susan A. Enns, author of Action Plan For Sales Success, on May 11 or May 25 for a webinar where we will discuss how to find your dream sales job.

Download the webinar video, “How to Find Your Dream Sales Job!” here!

“Another great webinar. This is my 2nd webinar with you and I am loving them.”

You will leave this session with action items that will impact your job search immediately including:
– How to define your ideal sales job so you will recognize it when you see it
– How to write a b2b sales resume and cover letter that will open doors for you
– 7 things you should NOT do on your resume
– 5 steps to access the hidden job market
– What to include on your LinkedIn profile so you get noticed by recruiters

If you are struggling, if you are not reaching your goals, or if you are not earning the income you want, ask yourself will you ever be able to in your current sales job. If you answered no you can’t, then download my webinar video recording, “How to Find Your Dream Sales Job!

“I have been on all 5 sessions and I have enjoyed every one. I have been in B2B sales for 10 years now and have attended training from lots of trainers and your material and delivery is among the best.”

If you would like a template to track your entire job search process, you can download the Job Search Tracking Worksheet for free from the B2B Sales Connections Download Centre. While you’re there, check out our free White Paper and webinar video,”How to Write An Effective B2B Sales Resume“.

Aim Higher!

Susan A. Enns, B2B Sales Coach and Author of Action Plan For Sales Success
B2B Sales Connections

Check out all of our sales and sales management training webinar videos here. They are available for instant download and viewing! Watch them as often as you like, whenever you find it convenient, and pause them anywhere to learn at your pace!

“I love the B2B Sales Connections website. It is an amazing resource for anyone involved in B2B selling.”

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