Improving Business To Business Sales – Advice From An Expert
June 17, 2011 | By admin In Uncategorized |
Business to business selling is a really important part of a lot of companies operations, so it certainly merits some time and attention. This guide takes you through some of the most important business to business selling strategies. Firstly, you need to know how to identify a good opportunity. If you dont know how to do this then it is likely you will waste a lot of your time. Instead, tailor your approach to likely customers and focus on them.
This is why it is so important for you to network so you are meeting the right people from the right businesses. Rather than their representatives, you need to try and talk to the people who actually make the decisions so knowing whos who is vital. You will ultimately have a much more fruitful relationship if you put the time in beforehand to develop a bond of trust, even if it does take longer than it usually might in the first instance.
A win-win mindset is also important when it comes to your business to business selling strategy. If you are too focused on the hard sell and worrying about your commission, you will forget to consider the other partys point of view when you are negotiating. Its important that you consider whats in it for them as well as looking at it from their point of view will help to ensure that everyone ends up with a good deal and comes away happy.
Being confident when you make your pitch is also a big part of selling. You need to know your market so you can target your pitch accordingly: if you are a niche supplier the way you act will obviously be different to if you are a general supplier working with a wider audience. Knowing where you stand will help you identify your best attributes and allow you to demonstrate to other businesses why you are better than your competitors and, therefore, why they should use your services.
Lastly, you need to be both likeable and credible if you are going to have enduring success with your selling strategy. This means that you need to have a good quality of service to match the strength of your sales pitch so you come across as credible and the clients are confident in your ability to deliver. Its also important that they like you as if they do, they will be much more likely to listen to what you say, so make sure you are always approachable and polite.
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