| Wim Wilmsen 3 Minute Method |
1) Wim, let's begin by talking about your e-book, 3 Minute Method. What's the idea behind the book? Why did you write it?
I wrote the Three Minute Method because I think there is something fundamentally wrong with how most sales people approach phone calls. They have been taught to ask questions and start a conversation with their prospects, but today's super busy prospects often don't have the time or will to do this even in a face-to-face meeting, let alone over the phone.
What my (free) e-book teaches you is how to set appointments with your prospects over the phone in only 3 minutes. The basic idea is that you don't build up to a climax and ask for the appointment at the end of the conversation, but that you ask for it right away, only 30 seconds in the conversation.
I've been teaching this method for years and can proudly say that it has an average success rate of about 30%, regardless of the industry clients are in. That's a lot higher than what most sales people experience today.
Editor's note:
You can download Wim Wilmsen's free e-book 3 Minute Method at his website, http://www.salessells.com/
2) In a short sentence, who should read your book? What kind of advice should they be looking for?
The Three Minute Method is for sales people who want to spend their time on the phone in the best way possible: more appointments with less effort.
3) On the other hand, who shouldn’t? What will readers NOT find in your book?
The goal of the Three Minute Method is to generate interest and set appointments with prospects. If you want to actually sell your products or services over the phone, this is not for you.
4) What's the first thing someone should do after reading your book?
Test the method for a week and be amazed at the effectiveness.
About your preferences:
5) Besides your own website (http://www.salessells.com/) what other sales websites would you recommend?
Some of my favorite blogs:
http://yoursalesplaybook.com/ by Paul Castain
http://thesalesblog.com/ by Anthony Iannarino
http://www.salesdujour.com by Gary S. Hart
http://newsalescoach.com/ by Mike Weinberg
http://partnersinexcellenceblog.com/ by David Brock
http://www.asalesguy.com/ by Jim Keenan
http://www.ianbrodie.com/ by Ian Brodie
http://www.alenmajer.com/ by Alen Majer
http://www.bnet.com/blog/salesmachine by Geoffrey James
6) What are your preferred sales/business books?
Wow, too many really. I try to read at least two books a month. Some authors that come to mind:
Seth Godin
, Gary Vaynerchuk
, Jeffrey Gitomer
, Jill Konrath
(you can read Jill's interview to SalesGiants blog here: http://salesgiantsblog.blogspot.com/2010/10/interview-with-jill-konrath-author-of.html), Zig Ziglar
, Neil Rackham
, Tom Hopkins
, Keith Rosen
, Brian Tracy
, Dale Carnegie
, Napoleon Hill.About you:
7) How did you get started in sales?
My first job was as a retail store manager (eyewear), after which I ventured into a career in B2B sales. First as an account manager (IT, web development, CRM), then as a key account manager (online marketing/advertising). Over the past few years I have made the transition to sales management and sales coaching.
8) Most memorable sale?
Sold a complete intranet solution to one of the biggest banks in Europe. The combination of the strong competition and complex subject matter made it a big challenge.
9) Most disastrous sale (or funny situation)?
Due to a communication failure I managed to sell an existing customer a product he had already been using for years (internet marketing software), because I thought I was meeting with a new prospect.
About your work as a sales expert:
10) What is the biggest mistake you see as a sales expert?
Not asking for the sale. Great that you are a trusted advisor to your customers, but your job is to make sales. It's called consultative SELLING for a reason.
11) What is the best sales advice you have ever received?
Don't just focus on the latest hype (e.g. social media), focus on what works for you and your customers.
12) What advice would you give to someone just starting out in sales?
Not only brand your company, also brand yourself. Position yourself as an expert in your field, both in the online and offline world.
13) What are you working on right now that makes you feel energized? What's your next big project?
I'm working on a brand new sales training program that I'm hoping to launch at the end of this year or beginning of next year.
14) Contact information:
Website: http://www.salessells.com
Facebook: http://www.facebook.com/pages/Sales-Sells/124272270980486
Linkedin: http://www.linkedin.com/in/wimwilmsen
Twitter: @SalesSells
Youtube: http://www.youtube.com/user/salessells/
E-mail: wim@salessells.com
Thanks for the interview, Wim!
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