Convincing a someone to purchase a product or service is difficult enough, but it's even more difficult when that person is a business owner or professional. Business-to-business (B2B) sales requires a more methodical approach, simply because business professionals are used to marketing themselves, and many don't want to be bombarded with commercial advertisements and pitches. Generating the new commercial construction leads is only half the battle.. Mastering how do you handle those leads is will make or break your successes.
Confidence, or lack thereof, will play a direct role in your ability to sell a commercial product or service. Whether it's a phone call, email, or face-to-face meeting, you should remain confident when communicating with prospects. If a prospect senses doubt in your tone, he or she may think twice before purchasing your product or service.
Another characteristic trait of a successful salesperson is passion. When speaking with your sales leads, show them that you are passionate about your trade. Don't just read the features of your industrial equipment or products from a script, but instead speak about it from the heart. You can even tell prospects what drove you into this line of work. By hearing passion in your voice, they'll feel more comfortable buying your company's industrial equipment or services.
Know What You are Selling
Sounds simple enough, right? Well, you would be surprised to learn just how many salespersons attempt to sell industrial equipment or services that they know little-to-nothing about. Before you even think of picking up the phone and contacting prospects, you should familiarize yourself with the equipment or services that you are selling. Using this information, you can really lay out the benefits that it provides and why prospects should buy it.
Some salespersons make the mistake of doing all of the talking during their calls with prospects. There's nothing wrong with taking the lead, but you should make it a two-way conversation by allowing the prospect to talk as well. Doing so allows prospects to ask questions and share their concerns, which you can then address.
Eliminate Background Noise
When conducting sales calls to prospects, make sure there's background noise present. Leaving the TV or radio running in the background may seem harmless enough, but it sends an unprofessional message – and that may deter prospects from making a purchase. Consider using a headset to help filter out background noise during sales calls.