Ever been pitched by a sales professional who wasn’t very, uh, professional? Often, I’ve had a strong urge to say, “Hold on. If you’d only address this or that, or approach me in another way, I’d probably buy from you.” Conversely, in a sales role, I’ve too often delivered my presentation without being fully prepared, thus creating the same frustration on the part of some prospects.
If only our potential buyers would tell us flat out how to sell them. That is the goal of this article. Here’s what seasoned buyers (presidents, CEOs and founders) have to say about it.
Quickly Identify Challenges
When you go into a situation already knowing the problems and challenges a particular business is facing, you put yourself in a position of tremendous leverage. “Having a full understanding of what challenges you are going to solve, and how you are going to accomplish this, allows you to ooze confidence, which translates into more closed sales. Confidence can be felt, both over the phone and in person,” says Christopher VanDeCar, CEO of Humic Harvest.
It all comes down to preparation. Take the time to learn about your B2B leads and identify weaknesses that your offering can solve. This allows you to deftly guide the sales conversation from start to finish. If you want to take it up a notch, determine what their problems and challenges are costing them on an annual basis. It’s far easier for them to say yes to a solution that substantially reduces costs or increases revenue.
Jump Right to the Company’s Decision Maker
Read the Rest of the Tip Here at Forbes: 6 Business Leaders Tell You How To Sell Them
I write about B2B sales strategies.
Founder and CEO of By Monday, Inc., a consulting firm that accelerates B2B sales revenue through strategic alignment and innovation. I previously worked as president of VitalSmarts for 9 years. I wrote the book Indispensable By Monday, which teaches employees at all levels to become Intrapreneurs, and add unexpected value to the organization. Follow me on Twitter @larrymyler, or email me directly at lmyler@bymonday.com.