The Professional Secrets to Making B2B Sales
Do you want to improve your B2B sales performance? Know some secrets to putting this into practice
If you are a B2B salesperson, you know that business-to-business sales and B2B prospecting are completely different from a sales process to the end consumer.
This does not mean that we are saying that the sale is easier or difficult, but that it is different: the process is different, the timing is different and the focus on the customer is very important to know the right time to move and how to sell B2B.
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Generally, when a salesperson changes segments, whether from B2B to B2C or vice versa, he feels this difference in routine, habits, and especially in the focus that customers give to the product.
It doesn’t matter if you’ve always been a B2B seller or if you’ve always worked with B2C, you need to increasingly position yourself as an expert at what you do to earn the respect of your market and know exactly how to sell B2B.
This is the only way you can gain the trust of your prospects and go further, generating qualified leads.
For this to happen, there are a few secrets that the professional B2B salesperson must master to succeed in their career in the company.
1. B2B prospecting
It is a consensus among commercial managers, managers and entrepreneurs that prospecting is where every seller (B2B or B2C) gets stuck. The number of prospecting done by a seller is at best regular.
We’ve hardly seen any salespeople who actually do the proper and recommended number of prospects they should do to achieve the results they should.
This includes starting new conversations with decision-makers, attending trade shows and networking events, making referral and referral requests for your current customers, and generating new demands for companies.
Whether you have a full or empty sales pipeline, it’s just constant and plentiful prospecting that can help you grow and increase your revenue.
Even if your company has a marketing team helping to generate demand, regular prospecting is the insurance policy that ensures you have the opportunity to close your month hitting sales targets.
Professional salespeople know the importance of prospecting for their performance.
2. Reading and learning
Obviously, learning helps the B2B seller stand out in any market. The difference with B2B is that you have thousands of lions wanting to devour you, steal your customers and prevent you from achieving your goal.
Therefore, the better you understand your market, your customer, your customer’s market, and consequently, the more you study about sales, the more prepared you will be to get ahead and conquer B2B sales.
That way, your prospects, customers, co-workers and competitors will look at you with respect.
After all, if you improve your knowledge, you are very close to becoming an authority, and thus shortening the path of the sales process.
3. Take the phone off the hook
Social media is important for relating and selling. Appearing to people when they’re looking for you is also important.
. Every salesperson knows that the more personal the contact, the more likely he or she will be able to arrange an introductory meeting.
That’s because contact via email and other forms of prospecting is too cold and often ends up being seen as spam.
So stop hiding behind online communication tools (social media, email marketing, and cold email) waiting for someone to answer you, and get on the phone.
Find something valuable, call your prospect, show them how you understand your market, and how you can help them, and ask them to present your product in person.
That’s the best way to sell.
Take off the phone and make calls. This is still the best way to prospect.
4. get ready
Before you start doing your B2B sales tasks, develop an explicit action plan for how you’re going to make the sales you need to do.
Do this, if possible, always at the end of the previous journey. It’s much better to leave the office already knowing how your day will start the next day. This will help, a lot, to increase your productivity.
Likewise, before going to a meeting, do your homework and see who the attendees are, what the latest market and company news is, and the agenda for everything you want to cover.
The more prepared you are to make things happen, the shorter your sales cycle, and the greater your chance of success.
The last thing you want to do is practice something new on a potential client, without you have already tried it out on anyone, or even checking to see if your ideas really make sense.
Whether it’s a new sales message, a new script, a new technology, a new approach, a tip from a colleague, or anything else, test it out before putting it into practice.
It doesn’t matter how much sense things make to you. At the end of the day, what matters is that they make sense to your customers.
Use curiosity to ask the right questions of your prospects.
6. Be curious
There’s no way to sell B2B if you don’t understand what they’re telling you. Make questions!
Ask about everything you need to know, to understand your customer’s needs and/or negotiation potential and, thus, make a B2B sale!
Trust me, the questions will help you to be respected. It is precisely through them that you will be able to gain the trust and respect of a prospect.
Don’t assume you already know everything. Even if you know more than the customer, it’s precisely what the customer knows, not what you believe, that will define the success of your approach.
Show curiosity for everything around you, the customer, the market, the way he works.
By the end of the day, you will have learned thousands of important things.
Turn these secrets into B2B selling habits!
What makes a professional salesperson a great salesperson are successful habits.
So, keeping these secrets in mind won’t do you much good if you don’t focus on turning them into habits that boost your personal productivity.
These are good habits that will allow you to get more right, get better results and, above all, create a differential with your new customers and more B2B sales.
When secrets become habits, you automatically start to improve your performance, since you are already automatically executing successful habits.