The stakes are high in B2B selling and even a small mistake can prove to be disastrous.B2B is not just about telling what’s great about your product or service. It’s a blend of multiple strategies that ensure the prospects get attracted towards what are you are offering.
Through this blog post, we discuss the mistakes you should avoid while connecting with your prospects.
Not asking multiple questions
Ask the prospect about his/her, challenges, and frustrations as it relates to your solution portfolio. Your solution portfolio is all the benefits your products and services can provide to help this type of business. You must offer the ones that are of priority to the person you are talking with. If there are multiple people, you’ll probably be offering different benefits to the different people. One size does not fit all. Only this approach will help you prepare solutions that that suits each decision-maker to win his or her vote.
Make sure to ask questions until you understand your prospect fully. This is not about the company, even though you think it should be or you think s/he should think it should be. It is about the person and his or her issues, desires and priorities as it relates to the company.
Overselling – Pushing your product
Overselling is a misused word. Selling is all about learning the problems of the individuals, fitting your solutions/offers to resolve those problems – better than any alternative, testing for agreement, handling objections and attaining commitment.
The part that most associate with overselling is fitting your solution when you don’t know the problem – sort of “ready, fire, aim.” Most assume they know what the problems are because that’s what most in the same industry and even the same company have. But people are different. Everyone has his or her own spin on a problem or desire. Everyone has his or her own priorities.
So the term overselling really means over-assuming. That is, suggesting you know what the person is thinking and wanting. Then telling him you have it and he should buy it.
No doubt learning about the product comprehensively is a good thing. But, more often than not, the sales professionals try to convey all the information during the first point of contact with the client. The prospects will rarely show an interest until you first help them realize you understand their particular situation. Then funnel all your product knowledge to fit his particular situation and leave out the parts that don’t.
Make sure to grab your prospect’s attention
The best attention getter is to make your opening all about the prospect. Executives love to talk about themselves and their problems once you get them going. So start your emails, phone calls, etc. with “you” or “your”. Keep asking them about them self, not about his company or her mission or her objectives. For example, ask about what she’d like that she doesn’t have as it relates to her business. This will engage her and build your credibility and knowledge of what you might have that she wants.
Failing to present the value proposition
The only meaningful value proposition to an individual is the proposition that has value for the individual. So make sure your presentation is focused on what this individual wants. Then show you can deliver it better than any other alternative with minimum risk of failure, and maximum probability of success.
At the end of the day, prospects want to know if spending time and effort on implementing your product is worth it or not to him or her. They don’t care if you have the best technology in the industry unless it will give him or her what s/he desires.
Conclusion: If you or your team members don’t commit these errors, it means you are on the right path. To know more about the C-level, investigative, sales training seminars offered by Sam Manfer,