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B2B Sales Tactics

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When it comes to B2B sales, it really comes down to 3 important tactics. By using these, you can better reach your existing clients and pick up some new ones along the way as long as you can put these tactics to good use.   The 3 Cs of cold calling Sure, cold calling can be a little uneasy for many sales reps. This isn’t made better by being in an age where communication is mostly done in written form. However, by following the 3 Cs, you can at least improve your chances. Comfort – If the conversation doesn’t feel relaxed then neither will you or your client. Find a tone to put both of you at ease and remember that conversation should be easy. You should be right in that Goldilocks zone between friendly and professional. Comparability – Relate to the client. Find common interests between yourselves and how that fits with the product/service. Credibility – Why are you qualified to discuss your product or to tell the client why they need it? What makes your company bett...
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How to Address Sales Objections

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Sales objections are simply indications that a consumer isn’t ready nor willing to buy from you for a certain reason. They can come in all shapes and sizes. However, that doesn’t mean your job is done. There are many ways to deal with sales objections and here are a few examples and some good ways to approach and overcome them. A lack of necessity or urgency Sometimes a buyer just doesn’t see the purpose of a product or service. Perhaps they don’t recognise the problem you’re offering to solve or maybe they can’t grasp the full value your product has. How do you sell to a customer like this? You could: ·          Learn more about this potential customer. o    You just might discover a way that your product fits into their life ·          Take your time. o    There’s no need to rush and by gathering more information, you’ll find even more reasons this client might need a pr...
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