One of the biggest challenges that B2B salespeople face when selling to other businesses is getting their prospects to actually agree to a meeting or demo, especially in the early stages of their sales cycle. In many cases, when B2B salespeople hear no from prospects, they’re so concerned about missing out on the next big sale that they push harder and end up making the prospect even more resistant to meeting with them. If you find yourself experiencing this problem, here are some tips for getting around it and getting your prospect to say yes to meeting with you again.
In business-to-business sales, you will inevitably hear the phrase “no thank you”. It’s important to be flexible and understand that sometimes you simply aren’t a good fit for the customer. Rather than waste your time trying to convince them, move on and focus your efforts elsewhere. Not every cold call, message, or email will be a perfect fit, but understanding when you are wasting time versus when to probe deeper can be difficult to differentiate. That’s why you need to find the right questions to ask before investing a lot of time.
Know Your Competition
Before you can even think about getting around the competition, you need to know who they are and what they’re offering. Researching your competition is the first step in understanding why clients are using them and why they might be hesitant to switch to your company.
It’s important to know who potential clients are working with and why the competition sucks.
Once you know who you are up against, you can start thinking about how to lead the conversation through pain points potential clients might be experiencing.
Learn the Right Questions to Ask
Is your sales team asking the right questions? Asking questions that will help you get to know your potential client, their business, and their needs is the first step to a successful close. By asking insightful, fact-finding questions, you’ll be able to better tailor your sales pitch and increase your chances of making a sale.
Consider asking questions that are based within their environment such as:
- How large is their team?
- What strategies or technologies are being implemented within the team?
- What are some of the problems they are currently facing?
- Are there features or benefits that your business provides that are a good fit?
Once you have asked meaningful questions, you will be able to help find that “Ah-ha!” moment where you and the client connect. In doing so, you’ll have a more impactful conversation that will lead to improved conversion rates.