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In sales, it's okay to say no too!In sales, although we think it’s only the customer’s prerogative, it is okay for us to say no too. You can’t be everything to everyone. Sometimes, no matter what, you are not the best solution for your prospect. It’s better not to have the customer than to have an unhappy one.

If there is not a win-win, it’s better to walk away than to force a bad situation. You will actually gain more credibility in the long run if you do.

Remember, you are not for every customer and every customer is not for you!

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

Looking for ideas to build credibility with your prospects? Check out my webinar video,  How To Build Trust Into Your Sales Process.  Like all of our webinar videos , it is 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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As you plan your next sales training session, remember sometimes the best training isn’t about teaching them something new; it’s about reminding them of something they forgot. After all, as John Wooden, the great Hall of Fame college basketball coach once said, “It’s what you learn after you know everything that counts.”

Aim Higher!

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

Are you looking for ideas to keep your sales meetings interesting and productive?  Check out our webinar video recording Sales Meetings Ideas.

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

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Over the years in my capacities at all levels of sales and executive management, I have interviewed hundreds of candidates for various sales and sales management positions. With that experience to my credit, I can say that, without a doubt, punctuality counts!

These days though, punctuality goes beyond just arriving 10 minutes before a scheduled face to face interview, however.  Now, being on time also means being punctual with your online and telephone communications as well.

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If you follow me on Twitter or our LinkedIn group, you know that I regularly post quick sales tips.  In fact, I think that’s one of the main reasons why Kast selected B2B Sales Connections as one of The 19 Sales Groups You Should Join On LinkedIn.

I post so many quick sales tips that I am often asked if I had to pick one sales tip that would have the most impact on results, what would it be?  My answer is always the same.

What is my best quick sales tip?

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I subscribe to a few newsletters to keep my sales and sales management skills sharp.  One of the best is This Week You Could… by Jim Domanski. If you ever have to pick up the phone to prospect, I highly recommend you visit Jim’s websites at at www.telesalesmaster.com and www.teleconceptconsulting.com and subscribe too.  You will be very glad you did.

The information in this week’s edition was too good not to share directly. (Reproduced with permission under Copyright 2016 Jim Domanski. All rights reserved.)

…Don’t ask this question … ever!

This week, and for the rest of your sales prospecting life, do not ask this question of your prospects,

How are you today? (HAYT)

5 GOOD Reasons Why You Should Not Use HAYT When Prospecting (more…)

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Over the holiday season, I happened to catch a segment on our local Ottawa morning show with Suzanne Nourse of the Protocol School of Ottawa as a guest.  I have been told many times that I have a positive attitude.  What I didn’t realize until seeing this segment was how much kindness and civility in my day to day life helps to give me that. (more…)

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santa-business

It started last week. I was speaking to a group of sales professionals at a workshop and a hand shot up. “This is good information Bob, he said; but it’s almost the first of December and people have already stopped buying for the holiday season.” Bingo, the sales shutdown has begun again for another year. Fortunately, in most industries, this is a self-imposed shutdown that does not have to happen. (more…)

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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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