Good morning to you, it must be five o’clock on the east coast on a beautiful wednesday, no october, the 21st 2020, and we’re going to pick up where we left off uh.
Remember we’re helping everyone whether it’s major account key account up and down the street home sales, retail sales or automotive sales, so we’re helping out with someone on the last video who does traditional up and down the street sales.
So picking up from that, if you’ve been out calling on people – and you have some people under your belt uh – there are case studies – things that have happened before that.
Maybe you can read research and make sure it doesn’t happen to you again.
There’s a lot of institutions of higher learner or on the internet, where you can get some of these case studies.
My thing is that once you have a few case, studies created learn to tell those stories during the sales process.
For example, doing a discovery call a well-timed story, one that’s very similar to the client and what he’s going through at that time shows that you can solve the problem and gain their trust at the same time, because you walk the walk and talk the talk and They know something about you also for business to business.
References are always good.
Maybe you’re working with another business up the street around the corner that this particular business owner knows so referrals get a lot of referrals and then, if you really want to take it to another level, leave it with some type of gift card if basket with a Thank you be sure to match the level give to the size of the sales.
A 500 sale warrants, a fifty dollar gift card or you’ll run yourself out of business.
We just want to put the t’s out and that’s who the ones that we know that we can grab understanding your customer through the investigation, needs assessment qualifying discovery.
However, you want to look at it.
We have to ask some high gain questions, so the discovery call or the meeting helps you determine if you’re a good fit for that client and vice versa.
There’s a series of questions you’ll uncover and make sure that you are the right fit as far as what challenges anticipated.
What goals are you looking for how much real money per project, or are we going to have overruns and a time frame? These things in discovery are very good and when someone from b2p knows that you’ve helped another person in those areas, it draws your stock up and formulating questions.
That’s another thing i would say for b2b people they want to get in get out.
They can say that, yes, i was in there at a certain time, but did you do your total job, probably not and um? That’s all right, a little afraid takes time to go to small businesses, just like new businesses, where you’re very confident, but here’s a list of questions um tell me about your company um.
What matrix are you responsible for what problems are you trying to solve? What is your day-to-day role in the company? I mean there’s many questions that we can ask to find out if this is the right fit for both once again brad and hardison president champion strategies and host of partisans tips.
Hopefully you got something out of it now.
It’s time for you to get up and hit the street just like i have to each and every day.
So as always in parting, remember you go out and make a champion day.