Obviously, the B2B seller must be proactive and ready to work harder than his B2C counterpart in order to keep a pulse on and accelerate the sale. This is good news as it grows him immeasurably. There is reason why the Business-to-Business (B2B) sale is referred to as complex. Editorial space limits expounding on why,
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In other words, the seller tweaked what the product can do for buyers, commensurate to who the buyer was. Don’t tell them what you made. Tell them what it can do. For them. I recently read this somewhere and its explicitness inspires today’s post as it captures the essence of successful selling. Entrepreneurs should especially
Prospecting is the cornerstone of successful selling. No, it is not closing. To close, there must first be a prospect…however, closing is the ultimate activity for making the sale. No, your sales job is not as overwhelming as you make it out to be. “What with doing reports, calling, replying to emails, prospecting, attending meetings,
There’s nothing sweeter than the sound of one’s own name. Remembering the name after a long and dry spell in communication yields a warm, “Wow! You still remember my name?” There are several taboos to avoid in selling but start with these three and see the positive effect Remembering Names Progressive sellers cannot afford the
'Sweetest' sales taboo, how to ask for a referral
Human Interaction, Pitching/Presenting, Referals, Uncategorized
The unspoken sentiment is that this is no longer a ‘business’ problem but a Sales problem. That profit raking salespeople come automatically. What the business soon realizes is that a sales team is a different kettle of fish “Sara, have Sales do that thing where profits go up.” So the CEO, in a cartoon strip,
Now that you have been promoted from being ‘one of the boys’ to being in charge of the ‘boys’, what to do? Many sales leaders struggle with this transition. And understandably so. Suddenly you are pitted against yourself.You probably were the most vocal in your team, influencing the team to, say, leave work early when
At the heart of every successful sale was a one-to-one interaction between buyer and seller. Dear salesperson, about the loan repayment schedule you have pasted on the notice boards of most government offices? That carefully printed table showing select amounts of loan with commensurate duration and repayment; complete with your name and cell phone number
WhatsApp is a salesperson’s tool of trade; it clears any grey areas, and removes time wastage in, communication. How things change! Slightly less than two decades ago, email was considered ‘unofficial’. The hard copy (preferably posted letter-‘snail mail’) took precedence. Today, the plethora ways of instant messaging make email the new snail mail. Yet, for
However eloquent you are in the Queen’s English, you must still show the buyer what your product or service can do for him The Sales Pitch column turns four today. This is the 193rd post. A four year old is unpretentious and eager to learn. Equally, the bare knuckles nature of sales leaves little to
Ignoring different sales techniques for different buyers leads to disrespect by the sales team and limits the most effective of sales techniques Selling isn’t, er, selling. You must adapt your sales techniques to different buyers. Take the salesman who moves from say, selling fast-moving-consumer-goods (FMCG) to, say, selling electrical engineering products. The former includes selling