18 Steps to Sell B2B

Posted on September 17, 2010

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Before the Sale:

  1. Focus on top prospects and contact them frequently.
  2. Research prospects prior to each meeting.
  3. Commit time and energy to making the sale.
  4. Truly desire to help the prospect.
  5. Transcend the need to make the sale.

During the Sale:

  1. Listen more than you talk.
  2. Cultivate insider “coaches” to learn requirements.
  3. Communicate unique value.
  4. Interface well with your support staff.
  5. Solve problems as a consultant.
  6. Meet deadlines for customer milestones.
  7. Recognize when a sale is not going to happen.
  8. Recognize when the prospect is ready to buy.

After the Sale:

  1. Get referrals and follow up on them.
  2. Appreciate and thank the customer.
  3. Express thanks towards those who helped.
  4. Create a long-term relationship.

Throughout:

  1. Keep a sense of proportion.

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Posted in: Marketing