Entries tagged with “Sales Skills”.


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Whenever I am invited to speak about prospecting and lead generation I always get the same question. “How many times should I follow up before I give up on a prospect?” It’s usually followed by the statement; “I don’t want to annoy the person or seem to be pushy.”

The answer to this question is quite simple. If it’s a new prospect you should follow up until you have either a “yes, I’m interested in doing business with you or no, I don’t want to do business to you.” Remember, a no may mean a “no” at this particular time. In the future they may be in a different situation and open to your products or services.

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In addition to being a sales coach and author with B2B Sales Connections, I am also a Volunteer Co Run Director with the Canadian Breast Cancer Foundation CIBC Run for the Cure. Every year, all the Run Directors from across Ontario gather in Toronto to plan and to share best practices. More importantly, every year, this group of passionate volunteers find new ways to inspire me and teach me lessons that make me better. This year was no different.

The last session bright and early on Sunday morning was on brainstorming. To be honest, I wasn’t really looking forward to it. I’ve been to a number of these “no idea is too stupid to share” sessions in my career. Besides, my mind was on the speech I had to give as moderator of a Research Panel later on in the day, the pronunciation of the medical terms I was rehearsing in my mind, and will I have enough time to catch the train back to Ottawa afterward. Simply put, I was quite distracted and finding it hard to concentrate.

The brainstorming session was led by Marilyn Barefoot of Barefoot Brainstorming. I won’t go into the details of her methods or how Marilyn facilitated the session, I simply couldn’t do that justice. I will say I was amazed at the process and more importantly the great results she achieved from such a diverse group of people. The room was a buzz, the creativity was higher than in any other brainstorming session I had ever attended, and the ideas from the group flowed like a rushing river full of spring snow runoff!

What was Marilyn’s key to such a successful session? (more…)

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Professional athletes always go through a pre-game warm up to ensure they are mentally prepared to perform at their best. So should sales people. Before you enter your prospect’s office, take a moment to get your head in the game.

What is the purpose of your sales call? What do you specifically want to accomplish? How will you know if it was a successful sales call? If you can’t answer these questions because you do not have a pre-planned agenda, you are only wasting yours and the prospect’s time! More quick sales tips here.

Do you need to know what to do today to sell more tomorrow? Check out our upcoming live webinars and downloadable webinar recordings here. Now scheduled: “You Can’t Sell Unless You Get In The Door! – How to prospect the executive suites using today’s technologies!”

Remember, as Roger Staubach once said, ” Spectacular achievements are always preceded by unspectacular preparation.” More motivational quotes here.

Aim Higher!

Susan A. Enns, B2B Sales Coach & Author
B2B Sales Connections

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

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I bought a new smart phone last week. I had absolutely no intention of getting a new phone when I walked into the store, yet I still walked out with one. How did this happen, you ask? Solely because of the professionalism of the sales representative!

Before you say it, no, I’m not an impulse buyer. In fact, anyone who knows me will tell you I’m quite the opposite. I was only there to buy a car charger! (more…)

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Asking for Referrals

If word-of-mouth is the best way to get new customers then referrals must be a close second. The problem with word-of-mouth advertising is you need a huge network of people who are talking about your products or services. Good Luck with that!

If a prospect does not let their friends know they are looking to buy then the chances of word of mouth advertising working are very slim. On the other hand if you know how to create a great referral network it can mean the difference between no leads and a steady supply of high quality, qualified warm leads. (more…)

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I attended a meeting with a new prospect this week and asked him to define his best target prospect. Once again the answer was, “we sell to everyone”. While I can agree they may try and sell to everyone there is still a profile of their best potential prospect that they need to identify.

As I began to question them in more detail about their current customers, they soon realized they had been very successful in three specific markets but were not focusing on connecting with other companies who were in the same market and fit the same profile. Instead they were using a shotgun approach to marketing, firing information all over the place in hopes of finding a new customer.

What should you do to improve your lead generation? (more…)

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If you have been a B2B Sales Connections blog or email newsletter subscriber for a while, you will know that we used to practice a very predictable schedule for publication. You may also have noticed that we have been pretty quiet on that front lately. The reason for that is life unexpectedly threw me a curve ball last Fall when I was diagnosed with breast cancer, and have been on a reduced work schedule ever since.

As the direction of my treatment is now changing (the news is all good), we are starting to ramp things back up and you can expect B2B Sales Connections to return to our usual publication schedule shortly. In the meantime, I thought I would share with you some of what I have learned over the past few months about preparing for life’s inevitable curve balls, from a business perspective. (more…)

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The more I get to know Jim Domanski of www.telesalesmaster.com and his telesales techniques, the more I am becoming a fan.

Check out this video where Jim discusses two excellent sales techniques on how to get passed the gatekeeper when making a tele-prospecting call.  In addition, he gives practical advice on how to engage your prospect in the first 15 seconds of the call when you do get through.  A must view in my opinion!

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When you ask sales representatives why they won their last sale, they will give you answers like “Our widgets were 10 % faster.” or “We had the best service.” If you ask the same customer why they bought, however, you will hear answers like “It boosted my staff’s productivity.” or “They reduced plant downtime.” Same sale, even the same feature of that product, just a different perspective.

You will win more sales if you think and speak in your customer’s language, however many sales representatives a hard time looking at their products from that point of view. They continue to talk about features and benefits as they are written on the brochure, as opposed to the true benefit of why the customer buys.

The best way to learn to look at your products through your customer’s eyes is to ask them. (more…)

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I had the pleasure of being a guest on the Sales Coaching Chalk Talk radio program recently. The host, Hugh Liddle of Red Cap Sales Coaching, and I shared many quick sales tips on the program, including ways to stay productive this summer, how sales reps should organize their time, why just making more calls won’t guarantee sales success, why everyone needs a mentor to help you get to where you want to go, and the one thing all sales reps should do to have a major impact on their sales results.

As Hugh said, “Super interview on Sales Chalk Talk with Canadian sales expert, Susan Enns. If you’re a new salesperson or sales manager or a seasoned sales veteran or a business owner looking to bring your sales up to a level that really supports and blesses you, listen to the replay of this show! Susan shares the steps you need to take to skyrocket your sales.”

You can listen to the reply of the show here. (more…)