Don't Make Any of These Mistakes With B2B Prospects

1. Avoid Doing What They Expect:

   • Salespeople should avoid predictable behaviors that prospects are accustomed to.
   • Standing out requires deviating from common sales tactics and approaches.

2. Don't Pitch, Engage in Conversation:

   • Instead of delivering a rehearsed pitch, focus on engaging prospects in meaningful conversations.
   • Understand their challenges before presenting a customized solution.

3. Lower Excitement Levels:

   • High levels of enthusiasm about the product or service may be counterproductive.
   • Shift the focus from the excitement about the offering to understanding the prospect's needs and concerns.

4. No Need for Persuasion, Focus on Understanding:

   • Sales is not about persuading but understanding the prospect's needs and challenges.
   • The goal is to align the product or service with what matters most to the prospect.

5. Limit Talking Time to 60 Seconds:

   • Prospects tend to tune out after around 60 seconds of continuous talking.
   • Salespeople should aim to engage prospects in a conversation and avoid monologues.

6. Modern Selling is not about Hardcore Closing:

   • The emphasis is on guiding prospects through a valuable process rather than forcing a closure.
   • Create value throughout the process, and the close should naturally follow.

7. Never Show Desperation or Need for the Sale:

   • Demonstrating a need for the sale makes the salesperson appear weaker.
   • Maintain mental strength and independence, even in challenging situations.

8. Always Schedule Clear and Scheduled Next Steps:

   • Following up without clear next steps is a mistake.
   • Every interaction should end with a scheduled next step, ensuring ongoing engagement.

9. Don't Let Prospects Get Back to You:

   • Maintain control over the selling interaction; don't rely on prospects getting back to you.
   • Propose scheduling the next steps during the conversation to avoid delays and uncertainty.

Source:

https://www.youtube.com/watch?v=LUwfKa95hHc&list=PLyVgVZd7jUlorOBbGy9BmStxP283RINpI&index=223