Great sales is solving, not selling!

Sales calls are often viewed as an intrusion on the Customer’s time. You want to make sure when you walk in the door, they are looking forward to seeing you.

70% of B2B buying decisions are made to solve problems.

Your Customer must have the confidence that you have the ability & resources to solve them.

This requires research & planning before each call.

So what should you prepare?

Who makes the decisions?

 Be sure you have researched who is the decision maker. So many Reps try & negotiate with anyone who will talk to them. I have visited a Client where the Rep introduced me to a “buyer” who turned to be the Tea Lady!

What you want to achieve from the call

Never call without an objective. Common rate Reps “pop” in to say hi. Professionals ensure they have a very clear idea of what they want to get out of the call. It is called “return on activity”.

Adding value

Customers have needs – better ways of doing things, products they didn’t know about or how to use, more efficient ways of working etc. That’s why they need you. Are you able to add value to a Customer or else you will simply be there to try & sell.

Converse with authority  

Know your stuff. Research & prepare to discuss what is important to your Customer. What do you have in your arsenal to solve his problem.

Knowledge & ability

Customers want to do business with people who can assist & empower them. Gain an understanding of the Customer’s business & who his Customers are. What are his goals & aspirations? What is preventing him from accomplishing them? Your greatest tool is the ability to converse with your Customer on his terms & in his language.

Time is valuable 

Your Customer’s time is important and of course, so is yours. Prepare in advance for what you plan to discuss. You have only 540 minutes a day. Use them wisely.

Be the difference

Let your competitors talk about prices, their company & themselves. You discuss what is important to your Customer. That is all that they are interested in – not you or your company. You will then be viewed as a valuable asset & true Solver rather than just another sales Rep.

 Happy selling!

Richard