What is a “Business Fit” in B2B Sales?

Okay, some sales people questioned my business fit example in an earlier b2b sales tip. And, good for you. The ones who questioned it most be in the b2b sales superstar group and knew there were some missing pieces to my earlier explanation.

Well there are a number of key issues to resolve when working toward a true business fit and surprise – it has little to do with your product or service.

I know the traditional trained sales people are thinking I have lost it when I say it has very little to do with your product. Well, somebody needs to tell you this before you start losing business due to positioning mistakes.

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How to Learn if You Have a Business Fit with a Prospect?

Last week I had a couple of people ask me about “how do you know if you have a business fit with a prospect?” Which I thought was a good question and there are probably a few others out there wanting to know the answer to this question.

So, let’s discuss a business fit. What exactly is a business fit? I feel there are actually two levels to consider when answering this question.

The first one is about having a ROI for your outcome to assist the potential customer or prospect in making a decision. Therefore, this answer is more about business acumen and knowing the financial results of your offering. This is more of a logical approach.

The second is -in my opinion – more important to discover and reflect upon during your visits with a potential customer. What I’m talking about here is more of a psychographical point of view. This is about the potential customer’s ability to fit with your company and especially your offer.

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