Encino Financial Resources                                  818-995-8088

Here are some check points to make sure you are getting the most out of your B2B sales. They are easy questions to ask about your client/customer, but do you know the answers?

• What is the current status of the company?
• How is your contact there feeling about things there?
• How does your service or product affect their workflow?
• Do you understand the buying procedures there?
• Are you just waiting for P.O.’s or have you seen them face to face recently?
• How can you impact their bottom line?
• Who else might they be turning to for what you provide and why?
• When you speak, who does most of the talking?
• Have reintroduced your company with updated information since first contact?
• Can you list three personal interests of your client?

Hopefully, you are not shrugging off these questions with the easy decision that these questions don’t matter. All of these questions really have ONE thing in common, getting to know your customer. Having the gift of gab, as they say is not what sales is all about. Communication is a two way process and so is sales.

I make it a habit to find a way early on in my first conversation with a contact to find out a little about them. More importantly, I write a log of what I learned (or enter it into my CRM), so that I can refer to it later. Sports, family, hobbies, pressures of the company – these priorities help you to know who they are, what they care about and more importantly, what best to bring up in relating what you offer to that they need.

Good sales start with good communication. But more importantly, good work skills. What good is the good communication if next time you speak with them you’ve forgotten all you learned last time?  Make a list of questions and post it by your phone or in your work materials. Make getting to know your customer more than just a saying, make it a skill.