How to Sell B2B in a Nutshell

Selling B2B is not difficult. In fact, it's ridiculously easy. All you need do is follow these 18 extremely simple steps:

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:

#6: Listen more than you talk.
#7: Cultivate insider "coaches" to learn requirements.
#8: Communicate unique value.
#9: Interface well with your support staff.
#10: Solve problems as a consultant.
#11: Meet deadlines for customer milestones.
#12: Recognize when a sale is not going to happen.
#13: Recognize when the prospect is ready to buy.

After the Sale:

#14: Get referrals and follow up on them.
#15: Appreciate and thank the customer.
#16: Express thanks towards those who helped.
#17: Create a long-term relationship.

Throughout:

#18: Keep a sense of proportion.

That's really what it's all about, when it comes right down to it. So go ye forth and make your numbers!

HINT: Print these steps out and put a copy in your wallet.

NOTE: The above is based upon a conversation with John Asher the CEO of the eponymous sales training firm, along with inputs from the Sales Machine community.

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