The Sales tricks of the One of - A - Kind - B2B -Sales Person

Nowadays, the most important investment for a company is to have dedicated employees with a passion for their work. The biggest investment, however, for a company is to have 'sales stars'. At the end of the day, they are the ones who are in the frontline while they also embody the face of the company. Most importantly, they are the people that, to put it simply, bring money into your business.

You will immediately recognize them!

They have a dynamic personality, confidence, determination, while they are also characterised by a developed ability to listen and understand their clients' needs to the maximum. It is exactly for these reasons that their clients feel secure dealing with them as they are drawn to their individuality, which leads to the success of the sale of the product or service. A successful sales person has the drive and passion to exceed their targets and go the extra mile.

From my experience, if you really want to become a one-of-a-kind B2B sales person you should follow the steps below and you will be amazed by the amount of sales success you will achieve:

1.     Learn your products inside out – The strongest paper you have is your product. It is a must to know what your product can do, what are its benefits, how the user can use it, why is it good to use it, and what makes your product differ from other similar ones. A good sales person first believes and feels comfortable with their product so she/he can be in a position to give confident and convincing clarifications to potential questions.

2.     Get out of your comfort zone – I did not say that it is easy and we all know that we are more comfortable when we are in our comfort zone. But when we move out of it, it’s where the magic starts. It’s always good to have a story behind your product you sell but you should be ready to differentiate and treat each client based on their needs. For example, developers do not have the same needs with lawyers; yet, both of them need your product and you have to find your way to step out of your comfort zone and sell it to both of them, create the need for your product and sell the vision.

3.     Get yourself known – Through your personality and passion, you should prove yourself. If a client believes that your product is the best, even if it’s not, it’s simply because you make the product to be the best. Your client will then recommend you to someone else; word of mouth is a quintessential key to success. Try to build a powerful network and become a well-known person based on your expertise.

4.     Be a challenger – Take the control of your conversation with your customer. The one-of-kind B2B sales person does not solely establish relationships with clients but they also challenge them.

5.      Be a good listener – Carefully listen and address your clients' concerns and needs. Ask for the right questions and listen to the answers you receive from your prospective customers. No one likes being insecure and clients are not going to buy something, if they feel this way. Use positive words and tell them what they want to listen to speed up the sales process.

6.     Keep in contact with your existing clients – It’s essential to retain your existing clients and keep good relationships with them. This could mean, for example, holding face to face meetings every now and then in order to see how their business is going and even giving name day/birthday wishes through phone calls or emails. Remember that in most cases new businesses and actually ready business comes from existing clients, so keep them close to you. It is also very important to let them know that they are your top priority and their business does matter to you. All the above will make them understand that you are doing a good job and that you are delivering quality service.

7.     B2B Sales Meetings- Before the meeting, it’s important to come well prepared. Research the company website, the services it offers but also the person you will meet. Be well prepared with questions that you will ask and also questions that you expect them to ask. Prepare a pitch in which you outline the benefits that the company will receive if they cooperate with your company. During the meeting, show up on time-ideally ten minutes in advance-and of course in a business professional attire. Show them that you are authentic, friendly and professional when you introduce yourself. Explain to them what are the objectives and expectations for the meeting, speak about the product or service that you offer and create a vision for your client. Make them ask you questions and be less involved in the conversation that will take place in the meeting after the presentation of your product/service in order to listen and collect as much information as you can from the customer. Promise them that you will come back in two days with a proposal offer and, yes, in two days you need to be ready with your offer because you need to strike while the sale is hot. Make sure you will not leave the meeting without planning your next meeting with them. Lastly on your 2nd meeting show the offer to the clients and provide something special that is “tailored” just for them. At that point, you need to give the client a deadline that will expire after a specific date.

8.     Ask for the sale – My congratulations to the sales persons that they are confident enough to ask for the sale. To my mind, this is a hallmark of a dynamic and proud salesperson. If you have a positive answer, you gather all the ensuing advantages and you are better prepared to face the challenging next client. If the answer is negative, , you learn a valuable lesson as you now know what but also what not use in future meetings. To put it simply, match your customer’s needs with the benefits of your product, do it right and the sale is in your pocket.

Always remember that good results come from hard work and not from the luck...!