4 Key Sales Lessons: Enterprise B2B Sales and Selling Concessions

WE FRIGGIN' CRUSHED IT!!!

Selling concessions this last weekend at the regional wrestling tournament was a blast. Fabulous people, a good cause and, BONUS, a reminder of some core but crucial elements in Enterprise B2B Sales.

 As we sold Chic-fil-A biscuits, Arby's roast beef sandwiches, hot dogs, pizza, chips and Gatorade this past Saturday, I couldn't help but be brought back to the beginning. Back to some of the core principles of sales that sometimes get lost in process-heavy B2B Enterprise sales.

 Make it Personal: As people hustled from one end of the gym to the other, most weren't interested in buying a slice of pizza or getting a soda to support the team. They were busy trying to get to a match or somewhere important. However, when I engaged them, said hello, asked them how their team was doing, it was amazing to me to see how many would slow down and turn in to chat and ended up walking away with something in there hand, even if just a $1 bottle of water.

Learning moment #1: Taking time to engage in your prospect's life creates a relationship. Deals get done because of relationships.

The Power of Suggestibility: It happened almost every time. They walk up and stare at the list of items for sale. And stare.... and stare.... and stare. When I mention that the pizza is great or that we are selling 2 hot dogs for $3, at about a 90% clip, they bought. Because they weren't sure and they seemed to trust that, because I was working, I knew what was best.

Learning moment #2: They need your help and want a trusted advisor to help them out. Be the 'value added consultant' that can guide your client.

The Opportunity to Up-sell: '$2 more for chips and a soda?' With each Arby's sandwich and with every slice of pizza, I made that offer. It wasn't a deal as a soda was $1 and chips were $1. Yet each time I asked, I had about an 80% take up on it.

Learning moment #3: The best time to ask for more business or a referral is right after you just won the business. There will NEVER be a better time.

Gratitude: Every client that bought anything from me on Saturday, whether $.25 worth of candy or $15 dollars worth of pizza and drinks, I said 'Thank you for supporting Walton Wrestling.' It wasn't a big deal but, as a father of a wrestler, I was grateful for their investment in our program and helping us run the regional tournament. Sure, they got something for their money but, no matter how small, it WAS an investment in our program and I WAS grateful.

Learning moment #4: Every time a client buys a solutions from you, remember that it is an INVESTMENT. Thank them sincerely for trusting you and your company to solve their problem.

 As you work your sales territory, do the things that must be done: Focus on solving a big problem. Use a fantastic sales process. Network. Use Social Selling. Do it all with excellence.

 Just remember, in the end, it really is H2H, Human 2 Human.

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Randy Riemersma is the founder of Span the Chasm. Span the Chasm helps companies drive sustainable sales growth. It is all we do.

http://spanthechasm.com