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Posts Tagged ‘Sales Tips’

Ways To Beef Up Your Channel Partner Sales

Posted on: November 7th, 2011 by joe No Comments

If your channel partner sales are flat, you may need to give your dealers a little sales advice.

This may seem a little untraditional, but it’s the best way to stay in touch with your dealers, while working to increase sales.

Here are some ways to help them sell more of your products.

1. Get Inside Their Head – Sales is 1 percent physical and 99 percent mental. If a salesperson presses too hard, they’re not going to close the sale. Like golf, don’t try so hard. You’ll post more sales.

2. Sales Is Not about Selling – Good salespeople know that selling is all about building a relationship with the customer. Don’t get too caught up with trying to close the sale. Working on building a strong relationship.

3. It’s about the Help – Selling is all about helping the customer. If you don’t answer the customer’s questions, you won’t make the sale. Ask questions to find out the needs and concerns of your customers.

4. Customers are Not All the Same – If everyone were the same, we’d have a simple sales formula. Understand some customers respond better to visuals (signs, brochures). Others respond better to dialogue.

5. Provide Support to Your Claims – Customers on the fence sometimes need to see reviews or testimonials. Be sure to have some on hand. They can go a long way in closing a sale.

Following these five tips will help you increase channel partner sales.

At Right On – No Bull Marketing, we’re experts at helping you find new channel partners and channel partner salesperson education.

For more, great channel partner tips, be sure to become a fan of the Right On – No Bull Marketing Facebook Page.

Risk Avoidance Major B2B Buyer Concern

Posted on: June 12th, 2009 by admin No Comments

The most important attribute for B2B sales might not be what you think. Geoffrey James

If you have an outside sales force, they simply must start reading the thoughts of Geoffrey James.

Geoffrey writes a blog called “Sales Machine” and its jammed packed almost every day with practical sales tips that make people money.

Geoffrey recently wrote that most sales reps don’t understand why a B2B customer works with them. He asked sales reps to rate the importance of 5 attributes they can bring to the table when speaking with a prospect. Here’s how they voted:

PRICE: Your ability to offer the most for the money. (41%)

DIFFERENTIATION: Your uniqueness compared to others. (29%)

TRUST: Your ability to be a good partner. (20%)

INSIGHT: Your ability to see beyond the obvious. (10%)

LEGITIMACY: Your knowledge of your strengths and limitations. (0%)

Although no one disputes price being an important consideration, B2B buyers are obsessed with something even more important, according to Geoffrey. They are fixated with RISK AVOIDANCE.

Geoffrey points out that when buyers focus on price, it’s really because they want to avoid the risk of appearing stupid for having paid too much. Most B2B buyers will pay a little more as long as the sales rep can lower the overall risk of the deal. The other 4 attributes potentially offer better risk avoidance than only the price.

Geoffrey concludes with a simple truth that all sales reps should clearly understand. If a prospect respects and trusts you, feels that your offering is unique and sees you as their business partner, price won’t be an overriding issue.