Winning the business to business sale; 3 tips

Winning the business to business sale starts with knowing that buyers buy the value to your product to their business. Prospects (potential buyers) don’t care about the features of your product; the more, when they (prospects) are a business. Winning the business to business sale means showing the value of your product’s features to their…

Continue reading

How to sell to the right person

This inability to sell to the right person, can lose one a job at an interview or a pitch to a panel. If you don’t prospect, you (professionally) die. Prospecting is the never-ending search for potential buyers for your product. When you prospect, you ensure you are selling to the right person. But it first…

Continue reading

Navigating the decision making maze of a business

This dilemma replicates itself in business-to-business (B2B) selling.  The assumption, for instance, that a nod from the Managing Director will automatically open all doors to the purchase of your solar panels, is a fallacy. ‘Do you want to speak to the man of the house, or the woman in charge?’ So I once read on…

Continue reading

Boost sales by aligning yourself to buyer’s selfishness (Pt. 2)

An executive hearing this is likely to give you his full attention. You are giving him a solution to what keeps him awake at night. Buyers are selfish we said in the last post. And to boost sales, progressive sellers align themselves to this selfishness. Because the selfishness can feel convoluted, effective alignment is attained…

Continue reading

Keep an eye on the entire business for successful B2B selling

For instance, it is easy to miss the M-PESA paybill number at a Java restaurant. Oh, it’s there; on the table and the counter. But we are accustomed to looking for the colour green To remain successful as a business-to-business (B2B) seller, always keep your eye on the 7Ps. Popularized as the marketing mix, the…

Continue reading

How do I stand out in sales? Show value

Stand out in sales. Unfortunately, the average seller, doesn’t focus on the buyer’s need preferring instead to dwell on his Instead of standing in line with your product differentiation, stand apart with your selling. The former has a limited shelf life before it is copied, or bettered. In any case customers don’t buy what your…

Continue reading

One simple trick to rocket-propel your sales

To accelerate your sales, aim to get two appointments per day, every day and spend half your time face-to-face with customers. Do you want to jumpstart your sales? Do you want your sales team members to eat your dust? Here’s how. Forget making 10 calls per day. Get two appointments per day. Most likely at…

Continue reading

Simplify the complex B2B sale by selling to the buyer’s motivation for buying

The inability to speak the respective buyer’s language just prolongs the sale or loses it altogether. Customizing your product’s value argument across the organization’s hierarchy is an indispensable ingredient for success in the business-to-business (B2B) sale. The B2B sale is one where an organization sells to another organization.  For instance, an engineering firm selling a…

Continue reading