B2bsales's Blog
"We help people stop selling."

Oct
13

How to have a Successful Meeting – Schulz Business Sellutions.

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Sep
30

The Frustration of Others in Sales – Schulz Business Sellutions.

Sep
15

Will training help?

This is the million-dollar question, isn’t it? Unfortunately, it isn’t as easy as yes or no. There are certainly variables, and some are very basic. Here are some questions to ask:

  • Is your sales training actually product training?
  • Is it a one-day training that is packed to the gills with information?
  • Is there follow-up coaching and maintenance to assure success?
  • Are there activities set up to create true accountabilities, not just meet the revenue numbers?
  • Are your salespeople trainable?

I recently read a survey of 500 small and medium-size businesses that I want to share with you.

This particular survey found 6 percent of salespeople are at the top of their game. They are consistently beating their goals. As a matter of fact, they set their own goals, depending on what they want to earn.

An additional 20 percent are doing well, but could do better. They are fairly consistent, but could really sharpen their tools a bit more and be unstoppable.

Then there are 74 percent who are not cutting it. Most of the people (about two-thirds) in the 74 percent bracket can improve if they get training.

The other one-third in this group are in the wrong job and really aren’t fixable. Unfortunately, we spend more time with these bottom-end performers and try to get them to improve, when our time and energy should be really spent at the top.

It doesn’t seem to matter what industry you’re in, or what type of company you are. Not sure? Ask yourself: What percentage of your sales representatives are consistently successful? Out of 20, two are typically successful, five are pretty good and the rest are not really cutting it. In a group this size, the Top 2 are trainable, but will not change what they are already doing right away. (If it ain’t broke ….)

Twelve or 13 will improve quite a bit with training, and the last five or six should be gone. We hold on to salespeople for much longer then we should.

Here is another brilliant comment about training: “I like to go to training seminars, even if I learn just one tip.”

You want a tip? Here’s one for losing weight: “Eat more vegetables and less carbohydrates.”

How’s that?

How about: “To be a better spouse, be a better listener.”

A tip is nice, but will not change behavior. It is, of course, the easy way to “get motivated,” but continue to do what you’re doing.

Sales tends to be a misunderstood phenomenon. We feel like the excuse of doing pretty well or getting close to the goal is OK.

Here is the question I ask salespeople when they say that: If your company’s payroll department says “well, we may not get to create and sign all of the paychecks this week, but we will do the best we can,” would your sales rep kick up his/her heels? You bet. So what is the difference?

Greta Schulz is President of SchulzBusiness, a sales Consulting and training company. She is a best selling author of “To Sell IS Not To Sell” and works with fortune 1000 companies and entrepreneurs. For more information or free sales tips go to www.schulzbusiness.com and sign up for ‘GretaNomics’, a weekly video tip series or email sales questions to greta@schulzbusiness.com

Sep
08

Eight Bucks an Hour. Are you doing sales behavior? – Schulz Business Sellutions.

Sep
02

As salespeople or business development specialists, we’ve often been taught things like “never take ‘no’ for an answer” or “ask enough questions to get the prospect to keep saying ‘yes,’ then ask for the order.” This is not only classic selling; it is trickery, which is ridiculous and has no place in business development today. “Success” is often built on a reflexive habit of saying, “yes” to opportunities that come our way. We’re hungry for any chance to prove ourselves, and when we’re presented with one, we take it, even – or especially – if it seems daunting. In a recent Harvard Business Review article, “Learning to Say ‘No’ is Part of Success,” Ed Batista says: “A critical step is training ourselves to resist the initial reflexive response; I often describe this to clients and students as ‘becoming more comfortable with discomfort.’ “We get so uncomfortable with the idea of being rejected, which is often interpreted by hearing the word “no,” that we fill in with quickly explaining how we can help the company become successful by sharing what used to be called features and benefits, selling and giving a list of the things we can help them with and how. Slow down the pace in the interaction to make sure you’re making the right choices. We often work long and hard to get an opportunity with a potential prospect, only to ruin the opportunity by talking too much and too fast. Today it is about truly being a consultant when selling. If you are rushing though a script or trying to ask questions that lead prospects into a corner, this is not consultative selling. The faster you go, the more stalls you will get – not sales. Let the prospect know you will have a few questions for them, if that’s OK, and by the end of this conversation, you may learn that there is no fit between you – which is OK, since what you do isn’t for everyone. If you let the person know that a “no” is alright, a few good things happen: The pressure that the prospect feels with a salesperson is off, so they are more likely to open up and share with you. Trust is beginning to be established. Without it, no sale will happen. The conversation is now a true conversation, not a pitch. Be honest about your recommendations after learning about their needs, even if it’s that it just isn’t a fit for your product or service. Sounds crazy, right? Actually, if you work from the place of helping everyone you meet with, you will not only build strong alliances and sell more effectively, but you will also gain respect and a whole lot more referrals. Success is a long-term goal that takes planning and doing things right. It is not a quick-fix, “sell, sell, sell” environment. We need to get out of the mentality of the liquid diet society we have created and put together a long-term plan for success. Isn’t that what successful people keep telling us?

Sep
23

What makes a true leader? Follow these four suggestions. – Schulz Business Sellutions.

Sep
03

 

                                                                                 

FOR IMMEDIATE RELEASE

 

West Palm Beach, Fla., August 29, 2013 – Greta Schulz, president and CEO of Schulz Business will deliver a free webinar titled, “The B2B Sales Playbook,” on September 10, 2013 at 9:00 a.m. EDT. The webinar will provide tips and insights business-to-business salespeople, sales managers and business owners can apply to immediately improve sales leads and conversions.

                               

Schulz is a 30-year sales management and marketing veteran, author of the best-selling book, “To Sell is Not to Sell,” and a contributing author to the New York Times Best-seller “Master of Sales.” Through her books, consulting practice and upcoming webinar, Schulz coaches sales professionals from all experience levels to create and follow processes that improve sales efficiency and effectiveness.

 

“The B2B Sales Playbook” webinar provides an overview of Schulz’s “Stop Selling” principles as well as the foundation for a sales system that places sales people in control of appointments, builds confidence for every sales interaction and increases business through referrals.

 

According to Schulz, salespeople can avoid many common strategic mistakes by following “The B2B Sales Playbook.” Schulz says, “From not adequately pre-qualifying prospects to failing to define agreed upon next steps to rattling off irrelevant features, even experienced sales people make deal-breaking mistakes every day.”

 

Professionals interested in attending the free webinar can register at http://bit.ly/14gGW43 or by emailing info@schulzbusiness.com. Space is limited and registration will close once all spaces are reserved.

                                        

For more information or to schedule an interview with Greta Schulz to learn more about creating and implementing successful sales practices, please contact Greta at 561-745-8892

 

About Greta Schulz

Greta Schulz does corporate training for Fortune 1000 companies and has an online training course for entrepreneurs. For more tips go to www.schulzbusiness.com.

Aug
19

Thinking outside the (shoe) box to get in front of prospects. – Schulz Business Sellutions.

Aug
06

Excuses, Excuses, Excuses – Schulz Business Sellutions.

May
25

How do you track you sales people? – Schulz Business Sellutions.