This dilemma replicates itself in business-to-business (B2B) selling. The assumption, for instance, that a nod from the Managing Director will automatically open all doors to the purchase of your solar panels, is a fallacy. ‘Do you want to speak to the man of the house, or the woman in charge?’ So I once read on
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An executive hearing this is likely to give you his full attention. You are giving him a solution to what keeps him awake at night. Buyers are selfish we said in the last post. And to boost sales, progressive sellers align themselves to this selfishness. Because the selfishness can feel convoluted, effective alignment is attained
For instance, it is easy to miss the M-PESA paybill number at a Java restaurant. Oh, it’s there; on the table and the counter. But we are accustomed to looking for the colour green To remain successful as a business-to-business (B2B) seller, always keep your eye on the 7Ps. Popularized as the marketing mix, the
Stand out in sales. Unfortunately, the average seller, doesn’t focus on the buyer’s need preferring instead to dwell on his Instead of standing in line with your product differentiation, stand apart with your selling. The former has a limited shelf life before it is copied, or bettered. In any case customers don’t buy what your
To accelerate your sales, aim to get two appointments per day, every day and spend half your time face-to-face with customers. That’s one simple trick to close sales faster Do you want to jumpstart your sales? Do you want your sales team members to eat your dust? Here’s how. Forget making 10 calls per day.
The inability to speak the respective buyer’s language just prolongs the sale or loses it altogether. Customize your product’s value argument across the organization’s hierarchy. This is an indispensable ingredient for success in the business-to-business (B2B) sale. The B2B sale is one where an organization sells to another organization. For instance, an engineering firm selling