Lessons Learned in B2B Sales

So there are two basics types of questions: closed and open. I think everybody in their first week of sales figures out that open-ended questions tend to work better then closed. Why, then, is it so difficult to routinely ask open-ended questions during the course of sales conversations? Answer: Because we do not speak to our colleagues, friends, and family members that way! In any sales role, you must retrain your brain to think and speak in open-ended questions. There are certainly times when closed-ended questions, particularly if used assumptively can be very powerful as well. Let me walk you through a few of the basics. CLOSE-ENDED QUESTIONS: Can be answered with a yes or no.  OPEN-ENDED QUESTIONS: Must be answered with something more substantive than a yes or no. Those questions will begin with WHO, WHAT, WHY, WHERE, WHEN, WHICH, HOW.  CLOSE-ENDED ASKED ASSUMPTIVELY: You have led them towards saying yes or no. EXAMPLES Here are three differetnt w...

While sales is a numbers game there is a truth to the phrase, "work smarter, not harder." If you are not dialing the phone you will not get ahead, but you can dial the phone all day and not reach a decision-maker if you are not dialing smart. In this entry I will discuss a few of the ways to increase the quality of your dials and to avoid gatekeepers as often as possible. Many of these suggestions may seem quite simple. However, I assure you that they are so simple inside sales executives often underestimate their importance. Not only should you be using all of these techniques, you should be using them constantly and consistently. I promise that you will see results if you execute my advice in that manner! BEST TIP:  ASK for the direct dials and cell phone numbers of the decision-makers you are trying to reach. I know that sounds silly, but often we are not even asking for the information that we need. Expect a low rate of return on this request. You may ask 10 ga...

As I stated in a previous post, it is important to keep in mind that gatekeepers are not decision makers. As nice or as helpful as they may be, they can only say no to you--never yes. That means you should always remain polite and professional when dealing with gatekeepers, but don't give them more information than they need. I have heard many a poor sales person brag all day about the five admins that they just made best friends with and how sure they are that it will help them ultimately reach the decision-maker. I don't buy it and I have never seen it work. Below are a few ways to help you professionally deal with gatekeepers. My next post will lay out tricks of the trade to help circumvent gatekeepers all together! Remember that gatekeepers can come in a few forms. Most often, you will deal with a direct assistant or departmental admin. However, gatekeepers are sometimes receptionists or colleagues. It is important to distinguish these differences when using the bel...