Sales success in the B2B world isn't easy to come by. Competition is fierce, and your customer always seems to have a relationship with another supplier in your field. With that being said, there's no point dwelling on what your competition is doing (better or worse), or how hard your job has become. At the end of the day, you have full control over your sales results; hopefully, this article gives you a few insights on how you can help drive more sales.
One: Know Your Customer
It's obvious, but how well do you know your customer?
I'm not talking about the people you dealt with today, I'm talking about the people you seek to serve at large.
What's the exact problem that your product or service solves? Who is it for? So often, we see sales reps casting their net far and wide, hoping to catch something by chance. From what I know and have seen, the sales reps that are the most successful are the ones that serve a clear and specific audience. They know their customer's exact pain points, and how to relieve their tension on the spot. They're shooting fish in a barrel, instead of throwing a line out to the ocean.
Two: Know Your Brand, Product & Systems
A clear understanding of what your brand stands for and the people you work with is paramount. Knowing your brand is more than knowing what the logo means. Understanding your brand in its entirety means knowing why the systems and processes you have in place exist. It means knowing the ins and outs of your product or service, and how you deliver on what you promise.
Clarity around why you do what you do - the process that makes your living possible - is a sure-fire way to deliver on what you promise.
Three: Ask, Then Ask Again.
It's an age-old quote, 'the smallest dog barks the loudest'. Instead of bombarding your prospects with information, features and specs, ask them questions. Questions about their problems, the results they want to achieve, and where they want to go with their business. This allows you to build the rapport necessary to form a real relationship.
Four: Be the Expert, Not the Salesperson.
Closely tied in with the last point, it's important that you see yourself as an expert looking to help, rather than someone trying to make a quick buck. When you're asking questions and providing advice that's genuinely in the best interest of your customer, you feel great about your work. Rather than selling, you're contributing to someone who needs what you have to offer. It's an infectious feeling that knocks the fear out of picking up the phone or making a new connection.
Five: Develop Real Relationships.
Lastly, build and nurture your relationships. If you put in the time and effort to provide more value than you ask for, over time, you'll have a network of clients that rely on you to help them out. When you're doing the extras, building friendships and going the extra mile for your clients, suddenly your job doesn't seem so hard. Rather than being an annoying salesperson, you're a friend of your clients and the business side of things handles itself.
As we mentioned earlier, B2B sales isn't an easy task to master, but that's only if you're not willing to truly help someone out. Your responsibility as a salesperson is to help people out and solve problems, not make them. I hope some of the above steps here have been helpful, I'm sure if you even focused on one, it would change the way your day looks.
Note: At Inzant, we help wholesale professionals save time and generate sales with our easy to use iPad platform. No more manual process and poor presentations. If you think you could be doing things better, send us a message below and we can organise a free, no-obligation demo for you to see how we help first-hand.