4 latest sales tips
4 tips from a recent sales course. Great ideas come out of interactive, lively training sessions we run. These 4 are cornerstones to help build good, long-term trading relationships.
What do you do if your customer doesn’t respond to your quote?
What should you do if your customer doesn’t respond to your quote or proposal? You will want to follow it up and get some feedback. Equally though you have to be careful not to irritate them. Too much dogged determination may be counter-productive. So be intelligent in how you play it.
Good selling isn’t always about selling
Good selling in B2B is often about informing and offering knowledge, and advice to your customer, then allowing them to make their decision. Building your own credibility with industrial or commercial customers will pay great dividends long-term once they know they can trust you.
Switch selling – top tips
Switch selling and how to. This is about finding another way of offering a different solution for the same requirement. Selling adhesives for instance to someone who thought they wanted nails or screws. This needs some good questioning skills to find out more about the need and also good listening to fully understand the customer’s standpoint. But done well, it helps you build great credibility with your customer.
Using the phone to sell – how to sell more to more people more often
Using the phone to sell is a book aimed specifically at how to get maximum value out of outbound calls in B2B environments.
How is your sales team coping with more customer contact on the phone?
Sales teams are less able to drive around visiting customers so telephone skills are becoming increasingly important. Rising cost of fuel and less willingness by customers to meet face-to-face increases the importance on the humble telephone.
How about a team audit on your lead gen team?
Having an independent team audit carried out on your telemarketing or telesales team can give big benefits. You will learn things that perhaps you didn’t know or it may confirm your feelings. Book an independent team audit on your team and look for ways to improve results.
Do you follow-up visitors to your website?
It is important to follow-up enquiries and even website visitors quickly, shortly after they’ve been on your site. There are services that allow you see who these B2B visitors are. Ensure you have a plan in place to maximise the opportunities that are coming your way daily.
Good selling might not seem like selling
Good selling in B2B is often about informing and offering knowledge, and advice to your customer, then allowing them to make their decision. Building your own credibility with industrial or commercial customers will pay great dividends long-term once they know they can trust you.
4 extra sales tips
4 tips from recent sales courses. Great ideas come out of interactive, lively training sessions.