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Posts Tagged ‘b2b sales training’

B2B Sales Video: Consultative Selling – The Mack Hanan Formula

by Victor Antonio

Mack Hanan wrote Consultative Selling in 1970 and in my opinion is one of the best, if not THE BEST, book on the B2B sales process.  Some may disagree,…and that’s okay.  In his book, Hanan outlined a simple 3 part formula that outlines what specific value the client is looking for when you’re trying to sell them your product or service.

Don’t be fooled by the formula’s simplicity; that’s why it is powerful.  You don’t have to memorize complicated selling schemes; just follow Hanan’s formula next time you present to a client and you may find yourself closing more B2B deals!

B2B Sales Video: Reduce Cost or Increase Revenue?

by Victor Antonio

When we’re presenting to a client, there are generally three areas where our product or service solution might be able to help:

  • reduce the client’s costs
  • increase the client’s revenues
  • help the client avoid missed opportunities

Which of these (3) do you think will carry more weight (i.e., is more believable) with the client?   This video answers that question.

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Profit Improvement Challenge

by Victor Antonio

Sales Consultant, Victor Antonio, Value Centric Selling

I have a challenge to my B2B salespeople reading this post.  In order to prepare yourself well before your next presentation, here’s what I’d like you to do.  I would like you to take a moment and list out, in detail, how your product (or service) can help improve your client’s margins.

If you offer a new technology product or service, list out every way you can conceive of that the product can either INCREASE the client’s revenues or REDUCE the client’s direct costs or operating expenses.  No soft science here!  I’m looking for you to qualify the area of improvement and quantify by how much you can improve on it.

Here are some examples that might stir some thinking:

  • If you offer a product that could help the company sell more, describe by how much?
  • If you can help the client sell more, faster, by how much will that impact their inventory turnover time?
  • If you can reduce the client’s production cost, quantify by how much?
  • If you offer a service that will allow the company to outsource or automate, how much will that mean in savings and/or revenues?

If you can demonstrate how you can improve the client’s margin, take that information and put it into your presentation.  There’s nothing more powerful in selling than showing a client how they will win if they buy from you.  The most vital part of the sales process is the presentation.  Don’t blow it by doing what the majority of salespeople do; a product presentation that ends with, “What do you think Mr. Client?”

Winning the deal means taking the time to research, understand, and socialize your client’s business problems and integrating those concerns into a presentation that details how your products or services address those concerns.  A great B2B sales presentation has the following ingredients: one part understanding their business, one part knowing which products (or services) to suggest and one part analysis on Return On Investment.

B2B Sales Training Video #1 : ROI and Circulating Capital

by Victor Antonio

Whether selling a product or a service, one of the keys to positioning yourself as a “sales partner” it to be able to understand the client’s business, but moreover understand what are some of the key pressure points you may be able to impact or improve on.

In this video, I cover the basic pressure points most manufacturers have to deal with.   The goal of the video is to make you, the B2B salesperson, cognizant of where you might be able to help your client which in turn will lead to a sale.