How to Succeed at Business to Business Sales

Steps

1. Know your territory and go in person to every business, irrespective of their size and appearance.
2. Prepare and use a simple pitch which emphasizes no more than two to three benefits of your product or service:
   • Example benefits: free shipping, money discounts, net thirty days for payment.
3. Use a pad and condition yourself to close one new account an hour and track your sales and commissions every hour so that you can achieve your sales and commission goals.
4. When you enter the business; smile, maintain eye contact, and be enthusiastic.
5. Immediately ask to speak with the decision maker and if they are busy, emphasize that this will only take 20 seconds of their time.
6. Pitch your product or service and ignore any objections and look for a buying signal from the prospect:
   • Example buying signals:
     • Do you have?
     • How much does this cost?
     • Do you carry?
     • I am not happy with my current supplier?
     • Is shipping free?
     • Do i have to pay now?
     • When will I receive the product or service?
7. Let the customer then buy from you, compute discounts and benefits, complete the order form and process the order.
8. Once the customer buys one item rehash more items to increase the sale amount and the commission amount and let them continue to buy.
9. Thank the client, and go to the next business in your territory and tell the next business about the benefits that your last customer received. This is called the "jones effect".
10. Repeat steps 1 through 9 for 8 hours a day and watch your sales grow, as well as, your commissions.

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