Scott Trunkett's Best Sales Tips and Techniques foScott Trunkett's Best Sales Tips and Techniques foSales RaceHorses has created this community forum for B2B sales people to collaborate and share sales tips and techniques for improving their success. Please share your thoughts. This is how we ALL get better at our chosen profession. Articles
Research Customer Prospects to Improve Sales Prospecting Success
2007-12-19 16:35:00 This post has moved More About: Research , Sales , Customer , Success , Improve
Thanks to all of our readers for their patience while I relocated the blog
2007-12-17 11:39:00 I want to send a warm 'Thank You' to all who have helped and the other readers who have been very patient while I transferred all of my blog postings directly to our website. All of my postings have been transferred. I am still in the process of transferring comments, and appreciate your continued support. Please go directly to the new blog and continue reading my articles and posting and More About: Readers , Blog , Patience
Customer Profiling Improves Sales Prospecting Results
2007-12-15 20:48:00 This post has moved More About: Sales , Results , Customer , Prospecting
Build Trust and Rapport Quickly to Identify Sales Opportunities Faster
2007-12-10 20:45:00 This Post has moved More About: Sales , Opportunities , Trust , Build
Use This Unique Cold Calling Technique to Increase Prospecting Success
2007-11-19 19:10:00 This post has moved More About: Technique , Success , Cold , Unique , Calling
Part 2 of 4: Recruiting Top Sales Reps - Telephone Interview
2007-10-31 14:34:00 Most sales reps have a good pitch, especially those who are selling themselves. How do you identify the top performers hidden in the haystack of poor performers with the gift of gab? It's better to err on the over-critical side during the screening process than to hire the wrong candidate. Here's my second sales management tip, "Telephone Interview ", in the four part series: Preliminary Phone Screen Telephone Interview Personality Profiling Face-to-Face Group Interviews with Your Peer/Superior Advisor Group Phase 2, Telephone Interview – Two Primary Objectives: Validate resume accomplishments Test candidate's ability to effectively research and prepare relevant value creating solution approaches Use this second, more formal telephone interview to test and challenge the candidate’s ability to identify, follow up, research, and address the needs (s)he should have discovered during the first call. Prepare very specific questions in advance of the call. If you ‘planted’... More About: Recruiting , Sales , Part
Part 2 of 4: Recruiting Top Sales Reps - Telephone Interview
2007-10-31 14:34:00 Most sales reps have a good pitch, especially those who are selling themselves. How do you identify the top performers hidden in the haystack of poor performers with the gift of gab? It's better to err on the over-critical side during the screening process than to hire the wrong candidate. Here's my second sales management tip, "Telephone Interview ", in the four part series: Preliminary Phone Screen Telephone Interview Personality Profiling Face-to-Face Group Interviews with Your Peer/Superior Advisor Group Phase 2, Telephone Interview – Two Primary Objectives: Validate resume accomplishments Test candidate's ability to effectively research and prepare relevant value creating solution approaches Use this second, more formal telephone interview to test and challenge the candidate’s ability to identify, follow up, research, and address the needs (s)he should have discovered during the first call. Prepare very specific questions in advance of the call. If you ‘planted’... More About: Recruiting , Sales , Part
Part 1 of 4: Recruiting Top Sales Reps - Preliminary Phone Screen
2007-10-31 14:22:00 Most sales reps have a good pitch, especially those who are selling themselves. How do you identify the top performers hidden in the haystack of poor performers with the gift of gab? It's better to err on the over-critical side during the screening process than to hire the wrong candidate. Here's the first sales management tip of four on this topic: "The Four Phases of Screen ing for Peak Performing Sales Reps": Preliminary Phone Screen Telephone Interview Personality Profiling Face-to-Face Group Interviews with Your Peer/Superior Advisor Group Phase 1, Preliminary Phone Screen – Does the candidate seek to identify problems and challenges where (s)he can add value? Observe whether your candidate is using this first call to learn specific challenges that you are trying to address with the addition of a new sales rep. You can, if you choose, 'plant some seeds' of specific issues to determine how well the candidate further ‘explores’ opportunities through open and closed... More About: Recruiting , Part
Part 1 of 4: Recruiting Top Sales Reps - Preliminary Phone Screen
2007-10-31 14:22:00 Most sales reps have a good pitch, especially those who are selling themselves. How do you identify the top performers hidden in the haystack of poor performers with the gift of gab? It's better to err on the over-critical side during the screening process than to hire the wrong candidate. Here's the first sales management tip of four on this topic: "The Four Phases of Screen ing for Peak Performing Sales Reps": Preliminary Phone Screen Telephone Interview Personality Profiling Face-to-Face Group Interviews with Your Peer/Superior Advisor Group Phase 1, Preliminary Phone Screen – Does the candidate seek to identify problems and challenges where (s)he can add value? Observe whether your candidate is using this first call to learn specific challenges that you are trying to address with the addition of a new sales rep. You can, if you choose, 'plant some seeds' of specific issues to determine how well the candidate further ‘explores’ opportunities through open and closed... More About: Recruiting , Part
Overcome Sales Objection: "We don't need your service."
2007-10-13 04:10:00 This objection means one of two things. Either: "I have no problems related to your services right now," or "I am too busy with something else to talk to you," or BOTH, which is probably the case. While customer profiling and targeting are keys to developing new accounts, sales prospecting is still a numbers and timing game. The fact is, you won't get anywhere with anyone who has no need, whether actual or perceived. There are many ways to overcome this sales objection, and I recommend a good balance of grace and perseverance Build Rapport. Graciously close the conversation with "It's good that things are running smoothly for you. If you ever run into a snag in the area of 'roaches', 'squirrels', or 'bears', we would certainly be able to help. Would it be okay if I follow up with you on occasion via phone or email to check in?" Unless you have become unlikable during this short conversation, you will most likely get a 'yes, that would be fine," response. Schedule an ap... More About: Sales , Service , Overcome
Overcome Sales Objection: "We don't need your service."
2007-10-13 04:10:00 This objection means one of two things. Either: "I have no problems related to your services right now," or "I am too busy with something else to talk to you," or BOTH, which is probably the case. While customer profiling and targeting are keys to developing new accounts, sales prospecting is still a numbers and timing game. The fact is, you won't get anywhere with anyone who has no need, whether actual or perceived. There are many ways to overcome this sales objection, and I recommend a good balance of grace and perseverance Build Rapport. Graciously close the conversation with "It's good that things are running smoothly for you. If you ever run into a snag in the area of 'roaches', 'squirrels', or 'bears', we would certainly be able to help. Would it be okay if I follow up with you on occasion via phone or email to check in?" Unless you have become unlikable during this short conversation, you will most likely get a 'yes, that would be fine," response. Schedule an ap... More About: Sales , Service , Overcome
High Impact Voicemails That Generate Call-Backs
2007-10-12 21:31:00 How do I get C-Level buyers to return my phone calls? Be Likable. "How," you ask, "am I supposed to do that, when I've never even met the prospect, and I'm leaving a voicemail?" Match the tone and pace of that of your prospect's. Pay attention to the tone and pace of the outbound message and mirror it. You may even want to listen to it a few times BEFORE you leave your message in order to get it right. People like people like themselves. This technique helps a voicemail recipient to 'relate' to you personally. Get permission to speak. Please, please, please...get a referral whenever possible. Don't start your campaign at the top. If you work your prospecting campaign properly, you will have collected not only valuable situational insight, but a collection of internal contacts. Make friends with them, and ask them if you can drop their name to the Big Cheese. It's best to use a referral that your prospect will immediately recognize by name and does not require an introducti... More About: High , Call
High Impact Voicemails That Generate Call-Backs
2007-10-12 21:31:00 How do I get C-Level buyers to return my phone calls? Be Likable. "How," you ask, "am I supposed to do that, when I've never even met the prospect, and I'm leaving a voicemail?" Match the tone and pace of that of your prospect's. Pay attention to the tone and pace of the outbound message and mirror it. You may even want to listen to it a few times BEFORE you leave your message in order to get it right. People like people like themselves. This technique helps a voicemail recipient to 'relate' to you personally. Get permission to speak. Please, please, please...get a referral whenever possible. Don't start your campaign at the top. If you work your prospecting campaign properly, you will have collected not only valuable situational insight, but a collection of internal contacts. Make friends with them, and ask them if you can drop their name to the Big Cheese. It's best to use a referral that your prospect will immediately recognize by name and does not require an introducti... More About: High , Call |
|
 |
|
 |
