“I can sell everything” is a phrase you often hear, especially during sales interviews. This assertion predominantly stems from individuals who have experience in B2C sales. However, if you’re in the realm of B2B sales, it’s crucial to recognize that you’re not merely selling a product, service, or solution – you’re selling value for your client’s business. A successful B2B salesperson understands that lasting success hinges on fostering long-term partnerships.
But how do you go about selecting what to sell? As discussed in the previous articles, success in sales starts with selling what you are genuinely passionate about. Similarly, it’s imperative to conduct your due diligence before stepping into a job interview with a company, acquainting yourself with their products, services, or solutions. Don’t fixate on price if the product is subpar. When choosing a product or company, your initial consideration should be whether it would benefit your business. Will it add value, cut maintenance or operational costs? Asking these questions will make your decision-making process much smoother.
For instance, as you drive across the country, you’ll likely notice that farmers predominantly use green John Deere tractors. It might seem like a well-known name, but it’s also one of the most expensive tractor brands on the market. You won’t spot Belarus tractors, even though they’re four times cheaper. This demonstrates that price isn’t the sole indicator of value. There are numerous products that are both affordable and valuable.
Ultimately, the choice is yours, but always keep in mind that the key to success in B2B sales lies in selling what genuinely benefits your customer’s business.
Pro Tip: Master your product knowledge. Few things are more detrimental than salespeople who lack expertise about the product they’re selling. When you start, commit to a thorough study of the product you’re about to sell.
In summary, in the realm of B2B sales, it’s essential to shift your perspective from selling “everything” to selling value for your clients’ businesses. The path to success begins with choosing to sell what you are passionate about, conducting proper research, and evaluating the true value a product or service can bring to your customers. Remember, success in B2B sales thrives on delivering genuine value, not on selling everything under the sun.