Selling to Businesses
Selling to Refrigerator and Freezer Parts and Supplies Dealers Businesses
The word is out that many refrigerator and freezer parts and supplies dealers businesses are experiencing growth trends, and small businesses are hoping to target sales prospects in this market. Here is the information you need to get started selling to this market.
Over the past several years, refrigerator and freezer parts and supplies dealers businesses have experienced moderate growth rates compared to other businesses.
Don't let the fast pace of the marketplace trip you up. Although speed is important, sales fundamentals and logical strategies will make the biggest difference in the success or failure of your selling efforts.
Know Your Products
The truth is most refrigerator and freezer parts and supplies dealers businesses aren't interested in middle of the road products. Before they commit to a purchase, 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 refrigerator and freezer parts and supplies dealers 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.
Role of Owners & Managers
Owners and managers are active players in selling to refrigerator and freezer parts and supplies dealers businesses. Front line visibility is essential for large accounts, but your sales team can benefit from occasionally participating in joint sales activities with the owner or sales manager.
By periodically accompanying your reps in the field, you earn their respect and gain insights about your customers.
Reaching Prospective Customers
Prospecting transforms contacts into qualified leads.
Networking can dramatically improve your team's prospecting abilities 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 refrigerator and freezer parts and supplies dealers businesses.
Lead lists are useful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) equip your sales personnel with a large quantity of targeted leads, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.
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