HOW TO STANDOUT AS A B2B MARKETER

A Presentation by Geogy Samuel

Director, Corporate360

5 Tips to Close a Deal Tip 1 – Listen to the CLIENT Tip 2 – Don’t sell the process

BUT sell the OUTCOME Tip 3 – Best VALUE not lowest price Tip 4 – Recognize BUYING signals Tip 5 – Ask for the SALE

Tip 1

Listening to the client is the most important skill to master closing more deals. When communicating with a prospect, always ask open-ended questions to learn more about their business needs. This makes the client to feel like an individual which emphasizes the fact that their business is important. Don’t forget to ask follow-up questions to show that you have listened to their business needs.

Listen to the CLIENT

Tip 2

Don’t sell the process BUT sell the OUTCOME

Many businesses may look similar on paper. Always ask yourself: What makes my business unique? Why would a client want to work with me than with my competition? Always be ready to showcase your product or service to the client that would help them to evaluate you above the competition.

Tip 3

Best VALUE not lowest price

Most of the potential clients always values quality of the product and level of service that will be provided. This does not mean that clients always looks for lowest price. Quality of the product and service is very important. Always justify the rate to your client, thereby emphasizing the quality of your product and the level of service that will be provided. This would make you standout as best value proposition for their investment.

Tip 4

It is very important to recognize buying signals. Most of the sales professionals fail to recognize this. Some buying signals include: Asking about a specific product, product model, or

type of service Asking for the product support, payment mode Asking about the price, competitive comparision Frequent follow ups, meetings

Recognize BUYING signals

Tip 5

Ask for the SALE

This might seem very obvious to a lot of sales professionals but it is very important to ask for the sale. It is also very important to let your prospect know that you would be delighted to do business with them. If it is a positive response, then ask them if they are ready to move forward with a contract or payment. Don’t forget to follow-up with the client if they don’t buy the product or your service right away. Always come up with quick responses to common objections like: No budget at this point Will have to review with the top management This would enable you to engage more time with the client and to win their confidence.

CONFIDENCE IN YOUR BUSINESS WILL ALWAYS ENABLE YOU TO

SUCCESSFULLY CLOSE MORE DEALS