They don’t want to feel that they are being sold. Happy, empowered customers spend more money over a longer period. And customer retention translates into higher customer lifetime value and increased ROI.
You need to think beyond the short-term sale. Instead of making a strong-arm pitch that leaves buyers feeling coerced, focus on building long-term relationships. To do so:
- Take the time to understand prospects’ wants and needs so that Egypt Email List you can help them make informed buying decisions.
- Don’t sell. Solve problems.
- Support your position with customer stories and case studies.
6) Play to Human Emotion
The emotional sale isn’t limited to consumer purchases. Although the triggers may be different, B2B buyers also tend to buy on emotion. You can tap into business buyers’ emotions by making them see your company as the safe choice that protects their job, the smart decision that leads to promotion or the natural option that requires little or no defense. Of course, once you make an emotional connection, you also need to provide the logic. So be sure to arm buyers with the facts and figures that they will need to share with the boss.
7) Compliment Your Customers and Prospects
You can use compliments to drive your customers’ and prospects’ behavior. Everyone appreciates a kind word, but more importantly, when you bestow accolades on people, they subconsciously strive to be worthy of the praise. Try referring to your customers in glowing terms; be careful to keep your compliments honest and realistic. For example:
- “You are one of the leading power users of our system.”
- “Thank you for being such a proactive decision-maker.”
- “We always enjoy working with you because you help keep us on top of our game.”
8) Keep Your Message Simple
While you may have a lot of useful information that you want to share, be careful that you don’t overwhelm buyers. Providing too many options and considerations at one time can impede the buying decision. You need to:
- Organize your message and break down the points, then deliver them throughout several conversations. Additional information is always a good excuse for a follow-up call.
- Reserve some of your points for emails and voicemails.
- Anticipate commonly asked questions; then, build some of your sales points into your answers.
9) Encourage Customers and Prospects to Talk
Some of your best B2B sales calls take place when you stop talking and let the CRYP Email List buyer speak. It helps engage your prospects in the conversation and allows you to listen and learn. When listening:
- You may discover the best way to position your product or service.
- Pay attention to how a prospect speaks, including word choice. You can build rapport when you match their tone and even use some of the same words in your responses.
10) Set Your Agenda and Share It with the Customer
When making a presentation, it’s best to tell your audience first what you plan to say, then say it and close by reminding them what you just said. An excellent B2B sales call is much the same so:
- Set a plan for what you want to discuss during the call.
- Share your agenda with the prospective customer.
Not only are you reinforcing your message and main points, but you’re also inviting prospect buy-in, which sets a positive tone at the start of your call.
11) Don’t Trash Your Competition
While you may be tempted to criticize a competitor or its products, you risk setting a negative tone. What’s more, customers often make a subconscious link between you, your company and products and all that negativity. Instead:
- Explain why you are the best option.
- Build your company up and help your prospects make the right buying decisions.
You can do this. You can make better B2B sales calls. And best of all, creative sales call techniques don’t require revolutionary innovation or out-of-the-box thinking. Just focus on delivering a better customer experience that’s positive, open and honest. Build rapport and encourage two-way communication.
Above all, be the solution provider that wants a long-term relationship with its customers. That’s the only numbers game that counts.