Developing B2B Sales

Number One Skill in B2B Sales is Questioning

To join the ranks of Sales Superstar, You must learn to ask Questions – early, often and late. I realize that some of you believe the early, often and late is about closing the sales – sorry, that is old school selling! Today’s superstar sales person masters this skill and uses it to gain a competitive advantage.

The big issue is this – the average sales person has a tendency to talk too much in a sales situation. Yes, they talk too much and actually bore or confuse the customer. Why? Because the customer also has an opinion about how things are going and what is important to them. Remember this:

“The Customer Will Believe Their Thoughts over Your Statements!”

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B2B Sales Stars Get Industry Knowledge

The fourth step to becoming a B2B sales superstar is having superior Industry Knowledge. Again, the top sales people understand this and use it as an advantage against the average sales competitor. I have seen many of the top sales people use this resource of knowledge to out flank a competitor or to show a customer or prospect a better method to improve performance – using their knowledge of the industry.

There are several reasons that a sales person should master industry knowledge particularly in the world of B2B sales. The four biggest reasons are:

Creativity – using their industry knowledge to make valuable suggestions to customers.
Methodology – understanding the different types of methodologies used by customers.
Jargon – understanding industry jargon implies experience in the industry with the customer.
Trends – the ability to understand business cycles, trends in the industry and segmentation.

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B2B Sales Superstars Take Time to Prepare

The third step in the ten steps to becoming a Sales Superstar is Preparedness. The best salespeople are always prepared – like the boy scout motto. What is so important about preparedness? It shows the customer that you are ready to talk about important things rather than the typical push the sales agenda on the customer.

There are two primary issues covered by being prepared. The first is to have a call plan. The second is to do your research on a customer BEFORE arriving at their office.

I know you have heard all about call plans. I have also heard all the excuses as to why most salespeople do not use call plans. Things like: It takes to much time; the call never goes like the plan – so why make one; the only reason I’m asked to do it is for my micro-managing boss; and the call never goes the way I plan it so why bother? These quotes usually come from the bottom 80% of sales people – not the top 20% and never come from the sales superstars that I’ve worked with during the years.

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Use LinkedIn for Business

Are You LinkedIn? If Not, You should be if you want people to know you.

Just a reminder that LinkedIn is one of the “new” social networks for marketing and credibility. I have found that people seem to be in one of three camps. The first camp is “I don’t want my information on the internet!” And the second camp is “I’ve got my toe in the water – but what am I getting for this effort!” And finally the third camp – “Wow! Look at all the contacts I can make!”

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Your Sales Strategy During Bad Times – Take Action

I have recently been talking to CEO’s and Key Corporate Officers about the current economic conditions and how their results are during this time. After listening to all the different opinions one thing jumped out for me. The more successful companies and individuals were the ones that were taking focused and clear action. The ones who really in bad shape were taking the “Field of Dreams” approach – wishing and hoping that someone will come and buy what they offer!

Okay, so taking action should be a no-brainer for everyone in business. Well, it is not so according to the number of people that I meet and talk with on a daily basis. This is why I am writing about this subject today. Get out and touch someone – now!

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Hello world!

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…