Entries tagged with “Sales Skills”.


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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…)

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Here are 25 of some of the best telephone sales tips, courtesy of Jim Domanski of Teleconcepts Consulting. I’ve been reading Jim’s work for some time now, and I highly recommend you subscribe to his newsletter if you are looking to improve your telephone sales skills.

The 25 Best Telephone Selling Tips … Ever! (more…)

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Have you ever thought, “I would love to sell more but I just don’t have the time to prospect.”

Please! When we say we don’t have the time to do something, what we are really saying is that we chose not to do it. We all have the same number of hours in a day. The only difference is how we spend them. Let’s face it. If top producing sales people can find the time to prospect, so can you. The key is how you plan your work. (more…)

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When you are introduced to someone, do you shorten their name? Do you say Tom when meeting Thomas? Dave when introduced to David? Sue to Susan?

Stop! (more…)

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How do you tell your prospect your price? If you add adjectives like “our usual price”, ” the suggested list price” or “our regular price”, you are actually inviting the prospect to negotiate and ask for a lower price. Instead, try “the price is” and simply state the fact.

Having said that, some will ask just because it’s habit. If your prospects still asks for a discount, don’t automatically say yes. Justify your value first. Before you drop your price, ask the customer what they would like to remove from the package. Psychology proves that people would rather pay more than lose something they see as valuable to them.

Remember as Alen Weiss once said, “When was the last time you heard the demand: “Get me the cheapest brain surgeon you can find!” More motivational quotes here.

For more effective communication and presentation sales skills, join me on my webinar, Closing More Sales by Making a Better Sales Presentation – How to present your product so the customer actually buys.

Or check out my book Action Plan For Sales Success. It includes many best practices and tools used by today’s top sales performers that you can use to impact your sales immediately.

Or, if you would like to discuss proven sales techniques as they relate directly to your product or service, subscribe to my Coaching Services.

Aim Higher!

Susan A. Enns, The B2B Sales Coach, B2B Sales Connections

www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns

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Is it me, or have some people forgotten the telephone exists? It just seems lately that everyone would rather email back and forth several times when picking up the phone would be much easier and more effective. This is not another “should you use the telephone to cold call” debate. Rather, this is about communication among people you already know; associates, peers, employees, friends, current customers, social media connections, etc. (more…)