Your product or service is relevant to your prospects and a unique solution to their urgent and costly problem. Unfortunately, you are turning your business-to-business buyers off before you convey that message. You have lost their interest and have them running for the exits. Stop shooting yourself in the foot! Look at these seven things to avoid in B2B transactions.
1. Down Talking
Many sales resources say you should avoid using jargon or technical terms in your presentations. These resources are wrong. When you dumb down the language of your presentation, you sound like a rookie. Your clients are familiar with most industry terms, and if you don’t use them, they will wonder why.
2. A One-Size-Fits-All Approach
All sales experts tailor their message and solutions to suit the values of their customers. To do that, salespeople have to know their prospects’ business unique and urgent problems. Clients have only two questions on their mind: “so what?” and “who cares?” In B2B sales, you must answer these questions before clients even begin to think them. You can use B2B Lead Generation Software to be more productive to accomplish.
3. Broken Promises
In sales, you not only need to keep your promises but also have to do more. To keep B2B clients coming back, you need to wow them every single time. Offer them more than they think is fair, exploit their customer value, promise less and deliver more.
4. Inexperience or Incompetence
Usually, these two turnoffs translate into unprofessionalism. Your behavior and actions speak volumes more than even the words you say. Show up on time, be respectful of your client’s time and know your stuff. If you do not have adequate knowledge of your product or service, you will never be able to convince someone else to take a risk on it.
5. Vague or Irrelevant Product Information
Business buyers have a tight schedule, and the last thing they want is for you to waste their time. Instead, they want valuable insights, relevant solutions, and a streamlined buying process.
6. No Follow-Through
When it comes to B2B transactions, persistence is key. It is your job as a salesperson to win them over. To do that you must have a pre-planned process for follow-up. Ask your buyers for the best time to contact them and tell them about the materials you will provide at that time. Always have the next step.
7. Your Brand
Most clients do not want or need to know about the ins and outs of your company, your mission statement or your core values. If they are curious about your company or senior management team, they will ask about it or research it. Instead of bringing these up, talk about important topics, provide insight, put their problems first and offer solutions. Those are the answers your B2B clients are seeking.
Your clients care about your innovation and attention to their needs. Know their businesses, needs and know your unique solution inside and out. Put those things first, otherwise, you will turn off prospects and close deals.
Bio Author: Usman Raza is the co-founder of Christian Marketing Experts and marketing specialist at PSDtoWPService.com and BISE Pakistan. He has been writing for magazines and newspapers since 2001, and editing and managing websites since 2006. Usman has a BA in Business Development, Philosophy, and English. When not working, he’s probably spending time with his family. Follow him on Twitter @usmanintrotech.