1 / 17

6 Steps To Closing Tough Customers in B2B Sales

Some of the most toughest prospects are part of a salesperson journey. But the ability of a salesperson to understand the client and follow the right persuasive approach can lead to greater number of sales and a good collection of valuable prospects.<br>Website: https://goo.gl/NuZmsJ

ExportHub
Download Presentation

6 Steps To Closing Tough Customers in B2B Sales

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. 6 Steps to Closing Tough Customers in B2B Sales A quick guide on how to successfully sell to a tough B2B prospect

  2. Selling to Tough Prospects “What You have for Me? Let’s make it quick.” Every sales person confront pushy and rude prospects. WWW.EXPORTHUB.COM

  3. HOW TO DEAL WITH IT ?

  4. 1.Opt for Face to Face Interaction Especially when a serious investment is involved

  5. Opt for Face to Face Interaction • Meeting Tough Prospects in person helps to: • Increase the close rates quite a few times over. • Prove reliability. • Define the deal as per their requirement. • And finally, win them over! WWW.EXPORTHUB.COM

  6. 2.Clarify Value Proposition Or you may miss on a lucrative and rewarding B2B sale

  7. Clarify Value Proposition • The first thing that pops in client’s mind when sales representative sit with them – Will the person create value for me ? • Script out and memorize your value proposition. • Be prepared with well-rehearsed and quick responses. WWW.EXPORTHUB.COM

  8. 3.Don’t Compromise on Premium Pricing After all, lower prices never attract quality prospects

  9. Don’t Compromise on Premium Pricing • Tough prospects always demand price negotiation, don’t fall for it. • No matter how tough the prospect is, you don’t need them if they don’t care about your value. • Staying firm on premium pricing eventually leads to increased ales in longer run. WWW.EXPORTHUB.COM

  10. 4. Persuade them to Talk About Their Challenges Get them talking about their business goals and challenges in way.

  11. Persuade them to Talk About Their Challenges • Never let go of the client’s perspective on the situation from your mind. • Understand the Challenges in their world. • Show how your services can solve the problem. As a result, • Animosity is likely to be reduced (if any) • Client will get emotionally involved. WWW.EXPORTHUB.COM

  12. 5.Be Firm & Unemotional If they sense you’re scared, you’re in dead water.

  13. Be Firm & Unemotional • Show you’re unfazed by their rudeness, don’t back down. • Stick to your approach and hold on to our script. • If the client never stops pushing, be sure to match behavior. • Rise to their strength/tone and set the pace to diffuse their negative energy. WWW.EXPORTHUB.COM

  14. 6.Put 3-Option Proposals on Table Now the point is to solve client’s needs.

  15. Put 3-Option Proposals on Table • Provide them with three different kind of options: • The one that is inexpensive and solve their needs • A middle of the road option. • A premium option that is way beyond their budget. • This method will provide the customer with solution under their context. • Surprisingly, client may even choose the premium one. WWW.EXPORTHUB.COM

  16. Most of the time, some of the toughest prospects, turn out as most valuable clients!

  17. Presentation ByExportHub

More Related