Business to business techniques to help business to lift up sales performance.
Understand the Product
To success approach a customer we have to understand the product. Some customer like to hear some sweet talk before start to approach them while some customer don't have must time to hear those sweet talk and if they are interesting they prefer go to the main point. Customer don’t just expect to be given details about the benefits of the product, they want to know how it can be applied in their business to achieve their goals. The client won’t necessarily expect the sales person to be impartial, but they will expect them to know their stuff and to be able to answer their questions.
Be Persistent
In sales there is a fine line between being too pushy and being persistent, when you have confidence in what you sell and you are confident that there are benefits for the client’s business, the sales person should ensure that they do not pass up an opportunity through failing to keep in touch with the client. When selling an item over a sales cycle, we should try to contact with the client once a month at least.
Build a Relationship
Another way to success in business performance we have to try to get to know all about our client. Try to get to know the customer, what they like, what they don’t, and cater for their needs. The more the customer considers you to be likable, the less likely they are to say no. It is important that we have to natural when meeting with the client, try to build relationship with the client. Try to build a relationship in a different way to suit each customer, their confidence levels, and their approach to business.
Ask for the Sale
Many sales person not dare to build relationship with the client, this make them fail to success in the business. If the customer does not appear to have any objections, then ask for the sale and try to approach them. If they say they are not authorized to make a decision, try to speak with the decision maker.
Reference:
Business to Business Sales Techniques that’ll Lift Performance (online) (cited 17 Feb 2011).
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