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.
It’s amazing how often quotes aren’t followed up in B2B. They are your best chance of business, so if you are only going to call 10 people today, make sure it’s those you’ve sent quotes to. Also you want a reasonable return on the amount of time you’ve invested in preparing the proposal. That’s reasonable. Remember to use a number of methods of contact.
Telesales tip – use 8 day call back cycles to control your repeated calls to unavailable decision-makers. This is a valuable tip to prevent you calling the same old, same old contacts too often.
Using a strong call guide or blueprint helps massively when it comes to making great outbound telesales or telemarketing calls. Here we describe how it helps and the key areas to focus on to close more deals with more people more often.
Making upselling work for you. Increasing average order value increases profits and gives your customers a more comprehensive level of service if done right. Done badly, it puts people off, and means you sell less.
4 tips from recent sales courses. Great ideas come out of interactive, lively training sessions.
Closing is often feared in selling. And yet it is simply a part of the sales process. it is nothing more, nothing less. Generally the close is a short question. Built into your sales approach, it should just flow. Here are 6 tips about different stages of the sales close.
Appointment setting for field sales teams. One day course run in-house on your premises to help those who prefer selling face to face and who need a little help setting more appointments, with more customers more often. We also run open courses on this subject where you can mix with other sales personnel facing the same challenges.
5 top tips to help you secure more appointments over the phone. Ensure you have a clear idea about what you are trying to achieve but remember that you must work to build rapport from the start. This involves getting them into conversation – not bombarding them with statements about how good your company and it’s products are.
Don’t call too often. You’ll probably irritate them. Plus it’ll demotivate you too. If they’re not taking the call, chances are there’s a reason.