by Andrea Wills
B2B vs B2C – the rules of success are the same
* Qualify a lead as a prospect
* Convert the features of your product or service into benefits for your customers
* Ask questions that lead to a continuing dialogue
* Close for the business that you have earned
* Create a workable sales process for you
* Example: “Outsourcing your bookkeeping will give you more time to do what you have a passion for…creating gift baskets, working with customers, etc.”
* 5 W’s & 1 H – Who, What, Why, When, Where, and How
* P – Problem – confirm that the situation is a problem; Example: “Is it a problem for you to spend x hrs/day on bookkeeping tasks?”
* I – Implication – help the prospect see that the implication of the problem is such that the problem needs to be solved; this step may involve more than 1 question or even more than 1 sales conversation.
* N – Needs payoff – help the prospect understand the payoff from buying into your proposed product or service.
* Example: “When can I demonstrate this to you?”
* Example: “Can I come back another time to discuss this?” or “How would you like to proceed from here?”