Posts Tagged ‘customer context’

How Objections Are Good For You

In last week’s post we established that objections – far from being conversation-killers – are opportunities to further conversations and relationships. When a prospect raises a particular objection to doing business with you, it is an invitation to further discussion. The Sales Benefit The principle thing an objection does is allow you to continue the…

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Understand these Three People to Launch Your Business

Originally posted on LinkedIn.  Whether you have new business, or are facing a moment of change or growth in your existing business, a correct understanding of these three people will almost guarantee business success. What three people? There is You There is your Client And then there is who you are, to your client Allow…

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Professional Patois – B2B/B2C

This week’s Professional Patois is once again slightly different: I do not so much wish to explore the wrong use and available alternatives of an expression, but rather talk a little bit about its definition. B2B and B2C Business to Business and Business to Consumer. These describe the direction of a company, more specifically the…

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Do you Push or Do Buyers Pull? (Less selling more buying)

How many times have you walked into a store thinking “I hope nobody tries to sell to me, I know what I want to buy so let me get it, pay, and leave.”? Your clients are no different: they will be much happier if they are doing the buying – the pulling – rather than…

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Status Quo – Your Main Competition

A lot of people are vying for your clients’ attention. As you strive to stand out from all the competition it is important to remember one thing: they can always do nothing. Buying Triggers Unless a client is responding to catastrophic change, buying remains an option, not an obligation. There are various reasons a client…

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Make Each Client Your Best Client

B2B sales have, as discussed previously, three clients in one. When selling to another company or organization you must understand the client entity, the individual buyer, and the ultimate beneficiary of your product (see link above for more detail). Of these three, the Buyer will be the focus of your communication throughout the buying cycle,…

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Nobody Wants Your Product

What they want is the outcome you will produce. People do not buy a B2B product or service for fun, or to do their vendors a favor. They buy solutions to problems, they buy improvements to processes… in other words: they buy the effect a product or service produces for them. Regular readers of this…

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Why Saving Time Isn’t Enough

Over the past couple of months I have had several conversations about whether “saving time” should be central to a value proposition. The answer is yes, and no, and is worth addressing here. For a business to business company, “Saving Time” and its non-identical twin brother “Saving Money” are both essential benefits of any product…

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The Three Clients of B2B Sales

Take a business that sells to other businesses (B2B, or business-to-business). Ask any three employees who their clients are; chances are you will receive three different answers. And, most likely, all three are correct. How to increase sales from enterprise clients? This questions rose recently on an online small business forum, from a provider of…

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Defining your Market Opportunity

One of the principal reasons new businesses fail is a lack of market opportunity. To prevent this, simply define that opportunity and position your product or service accordingly. Except, of course, that it is not a simple task. While the exercise itself is a straightforward one, fulfilling it is complicated as it requires a business owner…

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