Developing Your B2B Sales Skills
Unique Skills for Business to Business Selling
Ever get curious as to why customers leave your business? It is a question I get from executives, sales managers and sales people on a regular basis. So I began to track the reasons customers leave a business to business relationship.
There are five major events – or lack of events – that lead to a customer moving on to a new supplier or relationship. Here are the five reasons for your review…
Continuing my Lead Generation theme and creating sales growth, I thought it would be a good idea to discuss buying a list. Most people think buying leads is easy and straight forward. While it is simple, easy does not fit the description due to certain factors.
First, all lists are not created equal. There is a lot of junk in the marketplace and the lower the cost, the more you should question the source. A targeted customer list is your most valuable sales growth tool.
Second, data is not the same across available databases. Some databases really work at keeping their databases current and clean of junk. Unfortunately, these are the minority – so Buyer Beware!
Third, specifics are better for productivity reason than general information. And, the more targeted you get the more the price goes up. However, here is the big reason to buy a specific list – it saves you time and therefore the cost is a trade off.
Now there are factors or elements to consider when buying a prospect list and here is a list of factors to consider…
I am asked multiple times a week, How Can I Grow My Sales?
This questions hangs with every sales person I speak to and to my surprise very few get the best answer to question.
I have shared this personal productivity tip with several of my sales coaching clients with good results regarding time management and productivity increases.
Here is the issue: Most sales people do not like to follow up with emails or prefer to be talking to people rather than writing an email about a routine topic.
In the world of B2B sales you will find yourself selling to a group, team or committee rather than a single buyer. This is the true meaning on complex selling. Why is it complex? Because you are dealing with a number of people – each possessing their own personal agenda regarding the buying decision.
So here are sales tips that will get you a higher probability to increase sales in your territory. It is the key to selling to large or mid-size corporate structures.
It is time to look back at the last years results and measure your progress. While this may seem unimportant or needless detail to some, they smart ones know the value of reviewing their results. Then using the information as a guide for setting goals and objectives for the new year.
Here is a list of things to review regarding your results from last year…
Okay, here is a quick sales tip for learning about competitors activities. Or to learn who else is calling on your clients. I have used these direct sales tips in several industries and have taught clients to use this sales technique to learn who is active with your customer or prospects.
Here is the key sales technique – Check out the visitor logs at the main desk. This is a great source of information about who is activity visiting the account.
It is interesting that some sales people have not testimonials even when they have been in sales for years. When I find sales people in this category I ask them what the reasons are for no testimonials from their customers.
The answer is always the same – I have never asked for a testimonial from them.
Wow, one of the most important things you can do as sales person for your own credibility with new prospects and there is a breakdown in asking.
Today I’m sharing a sales tip I learned from a veteran and very successful sales person that will give you an advantage when going after a new customer. It is a simple tactic, yet you must do your homework before meeting with the prospect.
This tactic is all about making it easy for the prospect to understand your offer by speaking their language.
Here’s the essence of this sales technique.
Are you using the one percent solution in your personal growth as a sales person? This question is important – if you really want to be good or excellent in selling.
The best sales people are always learning things to improve their sales success. How often do you learn new things about sales, selling to difficult people, industry trends of your products and your customers, new technology in processes or industry? Get my drift here. Learning is not an option – it is mandatory.
So what is this one percent solution?