Technology and technique are important. But in a B2B sales environment, they may not be your most valuable assets.
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Frequently, successful businesses reach their goals through the consistent application of proven selling concepts. That's especially true in the blinds business industry where small oversights can translate into losses in market share.
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People are your most valuable sales asset. A first-rate sales strategy is ineffective if your sales team is unable to do their jobs effectively.
Most blinds businesses appreciate the value of sales professionals who are conversant in the industry and knowledgeable about their product lines. When a customer has a problem with an order, they typically reach out to their sales contact so it's imperative for your team to be trained in techniques for service after the sale.
Reaching Prospective Customers
Prospecting transforms contacts into qualified leads.
Networking can fine tunes prospecting performance and conversion ratios. However, it's important to make sure your sales force isn't so focused on conversation that they miss the point of prospecting, i.e. the identification of likely buyers, key decision makers and high value industry contacts. In other words, the type of people you meet is just as important as the number of people you meet when prospecting for blinds businesses.
Lead lists are helpful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) arm your sales force with good leads, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.
Putting It All Together
When everything is said and done, there is no single strategy that can guarantee conversions in your efforts to sell to blinds businesses. It's often a combination of techniques that seals the deal.
Although it's easy to get caught up in the micro-level details of the selling cycle, sellers in this industry need to maintain a macro perspective that combines techniques with selling strategy.
Given your interest in selling and in blinds businesses, you might find these additional resources to be of interest.
If you have an existing blinds business, you are in the wrong spot. Try these useful resources:
If you are looking for advice on selling to a different company type, you will enjoy our list of sales guides below.