When selling to a business customer you will need to look for some advantage in the process and it may be different for each one. A customer's weakness may be that they need a quick delivery so make it the main issue in your presentation. There may also be a secondary point that is also important to them. Your objective is to win the sale so watch and listen for other clues that will give you a strong advantage.
Be careful and watch for the bluff if potential customers say they are getting other quoutes. Is the quote what they really want or is it just a stall? What is their real need and want? You want to make the prospect believe that you have the best product, best delivery and the best service so they will act now. Play your cards smart like a winner from the start and you'll come out on top.
More on face-to-face selling in chapter 10 of my book "90 Days to Success as a Small Business Owner"
Wednesday, January 4, 2012
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