Learn Sales Techniques and Strategies with Dr Stephen Akintayo
Your sellers need to know how best to prepare and plan for a call with a prospect at every stage of the sales cycle. For initial calls, sellers need to make a good first impression. For later calls, they need to build rapport with prospects and become trusted advisors.
Building relationships with customers
Relationship building is another essential skill because, even in B2B sales, you’re still dealing with another person. Buyers rated “trust in the relationship with the salesperson” as one of the top five factors influencing their buying decision, so it’s essential that your reps get training and coaching to help them develop this skill.
Identifying customer needs
Most of buyers feel it’s an “immediate deal killer” when sellers don’t understand their company and its needs. Sellers need to be able to identify customers’ pain points so they can show how your product will solve them. If they can identify customer challenges and needs, they can tailor the conversation to address those challenges and focus on the features and use cases that are most relevant to the customer.
Presenting the value of your products
Sellers not understanding their own product or service is another deal killer for buyers. Your reps need to be able to provide effective demos that illustrate how your products will save buyers time, money, or effort. They need to be able to show the value of your product and not just run through a list of features.
Stephen Akintayo is Africa's most influential Investment Coach. He is a member of Forbes Business Council, an invitation-only organization for successful entrepreneurs and business leaders all over the world. He is a Serial Entrepreneur and the GMD/CEO of Gtext Global.