Developing Your B2B Sales Skills
Unique Skills for Business to Business Selling
Voss Graham There are eight questions that you -as a salesperson- should know the answers about your customer. An added benefit is to learn the answers regarding your own company. Then and only then, will you be in a position of strength. Where does this strength come from – understanding the financial health of your customer.
Let’s exam the eight questions that hold the answer to your customer’s financial health. The eight are as follows:
Through the years of training sales people one topic comes up on a regular basis – How do I get the Customer/Prospect to talk to me? In reality, this is the most important thing that a Salesperson has to do – get the customer or prospect to tell them about things. In response, they is a question that when used properly has the power to get customers and prospects talking about their situation. I have referred to it as the “million dollar question” because it is so effective.
Okay, here it is:
“Mr/Ms Prospect/Customer, I’m fully prepared to talk about X, yet, first I would like to understand your perspective on what is important to you and this will allow me to not waste your time discussing things that are not important to you.”
It seems corny, yet it works like a charm with even tight lipped buyers. How does this work? Well, it is due to the three parts of the question. Each part has a “meta talk” that is important to the customer and gives the salesperson more credibility.
If you want to test the level of Trust you have built with a customer, ask yourself this question: How often does your customer confide in you? If the answer is never, then you have some series work to do in building a trust based relationship. If the answer shows that on many occasions a … Read more…
Today’s tip is for sales people and leaders. It’s a simple concept that works its magic with no pain or ill feelings. It’s all about focusing on the other person. Here how it works.
Ask a question of a customer or employee, listen to the response and then ask another question for clarity on the topic answer. You use a simple phrase:
“Help me understand…(fill in the blank based upon the previous answer).”
Welcome to Developing B2B Sales! I will be presenting you with tips, techniques and insights into growing your sales results in the world of Business to Business Selling. My goal is to provide a minimum of three posts per week so you will be find the information both current and comprehensive. After checking out the … Read more…