If selling to auto differentials businesses is your core business, the likelihood of conversion improves dramatically when you incorporate a few proven resources and techniques into the selling process.

Message First, Targets Second

Messaging is a critical weapon in your company's battle to capture market share. Unfocused messaging dilutes the sales cycle and frustrates prospective customers' efforts to discern the value of your products.

Whenever possible, the identification of key messaging should be incorporated into a comprehensive planning process that combines sales and marketing into a coherent strategy.

The next step is to reduce your contact list to the contacts who are most likely to respond to your messaging. Although lead generation techniques are diverse, lead lists can be a useful resource for generating a list of prospects that are receptive to your messaging. Vendors like Experian are skilled at providing targeted lists of auto differentials businesses that can be customized to your precise specifications.

Know Your Products

In the real world, most auto differentials businesses aren't interested in undifferentiated, non-specific product and service offerings. Before they make a purchasing decision, they want to know everything there is to know about your product.

In this industry, differentiation can be the deciding factor in conversions. It's crucial for your sales team to be knowledgeable and informed. If you're selling a service to auto differentials businesses, your sales force must be intimately familiar with the features contained in your service agreements and be prepared to resolve customer concerns during the sales cycle.

Putting It All Together

Ultimately, there is no single strategy that can guarantee a close in your efforts to sell to auto differentials businesses. It's often a combination of techniques that converts prospects to customers.

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 integrates sales techniques with a more comprehensive sales and marketing strategy.