Entries tagged with “Sales Skills”.


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

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.”

Share
No Gravatar

Sometimes you just can’t seem to connect with that prospect you’ve been trying to reach. You call, you email, you try social media and it’s not working. Here are four quick tips that may give you hope.

Let me tell you a quick story. One of the sales people I was coaching last year was trying to get into a major retailer and called 42 times. I know the exact number because it became a game with him after the 5th or 6th try.

He had a place in his notebook where he put a check mark each time he called. He didn’t give up at 10 calls, kept going at 20 and finally on the 42nd call he reached the person that was in a position to review his product. The good news was the company not only showed interested in his product they became a customer. His persistence landed him a very large new account.

Here are three other proven methods for connecting

(more…)

Share
No Gravatar

Let’s face it; email is not going to go away any time soon. It’s a part of daily lives, whether we like it or not. However many of us are still addressing our emails in such a way that it actually inhibits communication rather than facilitates it.

Every day I receive at least one email with myself and several other people listed on the recipients list. The email then starts off with a request like, “Could you please do this…” The first question that always goes through my mind is which “you” are you asking? Is it me, or Fred, or Bob, or Sam, or the other 10 people you listed in the “To” field? I am asking because I really have no clue! (more…)

Share
No Gravatar

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.

(more…)

Share
No Gravatar

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…)

Share
No Gravatar

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.”

Share
No Gravatar

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…)

Share
No Gravatar

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…)

Share
No Gravatar

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…)