Quick Win B2B Sales

Make the call more of a sales call, presenting the customer with more information, including prices, visuals, demos, etc. – essential to the customer in making a considered buying decision.

We asked IT managers about their priorities for next year and here is what they said …

Quantify the proble

‘We have helped Company X bring its award-winning new products to market in just 21 weeks using our new system …’

BANT (budget, authority, timing and need)

A professional salesperson is a student of buying.

How can we get the prospect to do our pre-qualification for us?

for every customer who is ready to buy, there are eight or nine who have the potential to buy but are not ready to do so yet – they may not even be aware that they have a problem.

New Strategic Selling, by Miller Heiman

What preparation do we need to do before a sales meeting?
To be prepared and maximise the chances of success, follow these straightforward steps:
Confirm the meeting, including who is to attend.
Clarify expectations for the meeting (for example, format and agenda).
Do your homework on the company and its industry.
Research the person(s) you are meeting (for example, role and background).
Prepare relevant customer stories and insights.
Prepare a list of questions to ask.
Prepare answers to questions and objections you will be asked.
Pack sales aids (for example, reference letters or financial statements).
Decide what you want the buyer to think, say and do after meeting.
Consider the next step for both parties.