Jun 29, 2022
In General Discussion
I've been either in B2B direct sales or as a B2B sales team leader for over 25 years. Let's face it, not all sellers are A players. 13% of sellers are A players according to the Sales Benchmark Index. So there is a lot to do. Follow these tips to help you get into the A player categories: Go from a sales presentation to a sales conversation. Discover your prospect's objective. You need to find out from the prospect what goal(s) they are trying to accomplish, what problem they have, or need they are trying to satisfy. Don't be caught offering solutions too soon. Ask relevant questions rather than giving your opinion. Align potential pain points with pain relief or gain. You need to paint a story that shows your prospect what life could be like by linking product usage to the old feature/function approach. Finally, know your buyer's journey, conversion rates, and company logo design where to improve bottlenecks. This will help you understand where you can compete to win rather than just competing to stay busy. I knew a CFO of a listed company. She would take the sales pipeline for the quarter and divide it by 2. This is a big deal if you want predictability for the front end of your business. Bonus tip: Make your prospecting message focus on the buyer's ability to achieve a goal, solve a problem, or satisfy a need. Stay away from demos, ABC tactics and manipulation. Follow these steps and your sales will increase. Lyndon Nicholson, CEO of Buffalo 7 Keep your CTA short and to the point At the end of your pitch/presentation, keep your call to action short and to the point. Just use a few words that focus entirely on the action you want your prospect to take. Tell them what to do next in simple terms. One thing, not many Offering too many product choices always ends up having a negative impact on sales. Likewise, giving your audience too many action options will blur your intent and hurt the effectiveness of your CTA. Call to action You can have the best call to action in the world, but some prospects just need time before they can make the decision to convert. They may need to report to their line managers and go through internal channels before they can get clearance. Offering that little extra can help your prospect make a case internally and encourage them to convert within a short period of time after your pitch (when your message is still clear in their mind).