B2B Sales Success depends on the Advance

After working with sales people, I learned sales people do not always know what is truly important to monitor. Now I know a loaded statement when I see one and the above statement may be loaded. However, it is also very true. Most sales people are missing an important element to every sales call they make.

Now, before moving on I need to clarify a very assumptions. First, I’m talking about business to business selling which over 95% of successful sales opportunities require multiple calls. This is not a single call and get an answer sales environment. Second, each sales call needs an outcome to monitor the success rate of the sales process. And, finally, some preparation and thought is required for the multiple call process to work. Winging it is not an option in b2b sales.

So what is an sales ADVANCE?

Read more…

16 Ways a Customer Shows Interest in You

Several sales people have been asking me how do I know when a customer is interested in my presentation, offer, or solution. Since this seems to be a common question, I thought I would give you a list of possible signs that customer or prospect is interested in what you have to offer.

The most important thing to remember is interest is a reflection of action commitments the customer makes or takes. In fact, these signs are all about what a prospect or customer does and not things you can do. You goal during each call is to get a action oriented next step “on the part of the customer” – you actions do not count.

Here is a list of 16 action steps a customer or prospect can take to move the sales process forward…

Read more…