Radio Sales Café

For those of us who sell B2B products and services, relationship is the key.  Many final decisions on selection of which company gets the business rests with the salesperson.  If your product or service is fairly priced based on value, YOU may very well be the deciding factor in winning the business...

Your expertise, experience, and ability to impress your potential client all come into play.  No matter what industry you are in, the competition is fierce.  Every business category tends to have a perceived market leader who charges the highest price for what they feel is the best value based on the product and the service that company offers.  Most competitors will attempt to gain their market share by offering a lower cost alternative making them potentially attractive based on budget.

Everyone considered for a piece of the B2B Market employs Salespeople who offer good, if not great service.

How do you attempt to stand out?

Here's a great technique that has always worked well for me when attempting to win business:

Send an email to the client the day after your initial meeting.  While you may have already scheduled your next appointment for further discussion ore presentation, the power of this email always makes an impression and gets a positive reply.

 Here's how to word it:

After meeting with you yesterday, I thought I would send you an email detailing our conversation.  Here's what I heard you say...

1. Need #1
2. Need #2
3. Need #3

If I am off base at all, please do reply and correct me.  I look forward to our next meeting on (date/time).

What message is received by your potential client:

• You asked great questions.
• You actively listened to what was said.
• You wanted to ensure you're on the right track.
• You are a professional and take your job very seriously.

 Here's the latest response I received this week after doing this:

Dave, I greatly appreciate the email and thought and effort that went into it.  Please let me know when you are in town next so we can get together to discuss further.

It's great to see a potential client this engaged.  In a competitive marketplace, we need to go the extra mile to prove to potential clients that we deserve their business.

Next week, we will focus on 2 great techniques to keep B2B business.  Far too many Salespeople pull out the big guns to win business and then fizzle out during the term of the contract to later lay out the red carpet before renewal.

Should your company be interested in investing in Sales Training, please click the appropriate link below...

• Group Sales Training Program
  
• Individual Sales Training Program
• Fast Track Sales Management Program
• Leadership Coaching and Mentoring
• Strategic Business Consulting Program

If you found this article useful, I'd love your feedback in the comment section.  The more we share, the more we all learn.  Thanks!

Dave Warawa - PROSALESGUY

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