Share
No Gravatar

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.

(more…)

Share
No Gravatar

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?

(more…)

Share
No Gravatar

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…)

Share
No Gravatar

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…)

Share
No Gravatar

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…)

Share
No Gravatar

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.”

Share
No Gravatar

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.”

Share
No Gravatar

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.”

Share
No Gravatar

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…)

Share
No Gravatar

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!

Next Page »