Are You Using Gap Analysis to Win B2B Sales?

Unless you are a naturally born product pusher, you should be aware of the power of gap analysis.

This tool is one of the primary techniques used by the B2B Sales Superstars. What is really great is it is a simple process. It is basically a five step process.

Yes, three steps and you can get a customer focused upon the possibilities for success due to listening and buying from you.

Here is how this simple “Gap Analysis” works…

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Your Future Success is Consultative Selling

Been reading several b2b sales books and articles on the future of b2b sales success. While there are many uncertainties regarding the future and the role of the b2b sales person, one thing is for certain.

You will need to master the consultative selling approach and methods.

I believe there are three critical factors involved in making the shift or change for a traditional model of selling to the consultative model of selling.

The three critical factors are…

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How to Talk to Your Customer about Themself

Okay, so you have done your homework with research and visiting with different people within a major account opportunity. Now you have the first opportunity to visit with The Decision Maker about what you have found.

One thing I have to make clear at this point, I’m talking from the framework of a Consultative B2B Sales Person rather than a commodity positioned b2b sales person. Since the latter is only talking about their product or service along with features and benefits, they usually is no discussions with higher level decision makers.

Now is the time you have been waiting for, the opportunity to prove you are the right person to be involved with this company. So, how do share your knowledge with the high level decision maker?

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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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In B2B Selling, What is a Coach?

Sometimes with years of experience under our belt, I forget there are many new rookies to the world of B2B Sales. These “newbies” may lack a true understanding of some the fundamentals of common terminology.

One area I was recently reminded the new b2b sales people were not informed or savvy about was the role of a coach in the b2b sales process.

So, here are some the things you will need to know about a coach.

First, the true definition of what is a coach?

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Seven Types of B2B Selling

I keep getting questions about the types of b2b selling. Then I get additional questions regarding how do the different types match up. Or what is important with each type or model of selling?

So today I want to clear the air and tell you about the seven types of b2b selling you can use. And, I will give some background to each type. What I will not do is label all the different sales training and development packages. Each seems to have added their name to one of the original b2b sales methods.

So, here you are – the seven different b2b sales methods…

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How to Sell a Buyer – Levels of Buying

Today I want to share some valuable information to assist you in determining how to sell any buyer you are dealing with now.

I have been asked by sales people – how do I know if traditional selling, relationship selling or consultative selling is the right method to use? Great question with a simple – not easy – answer.

First, the best way to determine the best method is to determine what the buyer knows about what you are selling. You want to determine the level of knowledge and working experience a buyer has for your product or service. How often have they purchased this type of product or service in the past? In other words, what is their experience factor with your product or service?

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How to Become a Consultative Sales Person

Several people have asked me about the difference between a traditional sales person and a consultative sales person. The difference is easy to recognize, so you must decide which one you are and then chose to be different – if you want to be successful in b2b sales. And then learn how to become a consultative sale person.

First, the traditional sales person has certain traits like looking around a prospect’s office for something to talk about (rapport building?), asking a few targeted questions looking for a problem, offering a solution at the first mention of a problem and going for the sale immediately using 101 ways to close the sale. The traditional approach is short term and is all about making a sale. Presentation skills and closing skills are the important competencies for the traditional sales person.

Now, the key to your future is contained in becoming effective as a consultative sales person. So how do you become a consultative sales person? Simple, not easy, but it is simple. Here you go…

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