Top Deal Killers for B2B Buyers

by Matt Sonnhalter, Vision Architect Virtual selling will continue to be around after COVID-19. Over the past year, there has been a shift of moving things to be done virtually or remote. In a recent report, State of Sales, LinkedIn looked at the top deal killers for B2B buyers. When looking at the report, some of these concepts seem so obvious, but if they made the list, then they must be happening out there. Here are the Top 3 B2B seller behavior deal killers for buyers:  Delivering misleading information about a product, its price, etc. – taking the top spot at 48%, I guess my question is why 52% of B2B buyers would buy from a vendor that gives them inaccurate info about the product and its price! Tell the truth; representing a trusted brand can make outreach more successful and gain you customers.  Not understanding my company and its needs – this seems like “Sales 101,” but it’s amazing how many salespeople are too focused on their own product/service and not the customer. A sales professional needs to be focused on the consumer’s need rather than pushing a product. Not understanding their own product or service – with the amount of information on the internet and the amount of time buyers spend researching prior to reaching out to the company, shouldn’t be a surprise they sometimes know more than the salesperson. Sales professionals are taking note of these deal killers and trying to improve. Knowing and identifying deal killers is important when targeting your audience, so you can adjust your outreach and effectively build trust. Looking into the future, how will you change as a sales professional?read more >

Is it an objection or a question?

Each month, Alan Sipe, a contributing editor for Professional Distributor magazine, writes a sales skill article targeted to the independent business people who own and operate the various branded tool trucks you see parked at automotive repair shops everywhere. Although this article is written for the automotive repair industry, the sales skills are applicable to everyone. Is it an objection or a question? Your response will make a world of difference to your wallet. You’re right in the middle of a product presentation on a new Jenny electric 7.5hp stationary air compressor when the prospect interrupts and growls, “How much is this compressor?” Is it a question? Is it an objection? Is the product too expensive? The prospect used a negative tone, so they must be unhappy with my presentation, right? I’m not done with the presentation and he’s getting antsy, so he’s trying to rush me, isn’t he? First things first. Let’s understand what’s meant by the question, “How much is this compressor?” If you think about it, the prospect probably had a compressor that was working just fine. Now the thing just died or is on its last legs and they must get a new one. The prospect isn’t happy with needing a new compressor, so they most likely won’t be thrilled with any price other than free. In this case, even though the prospect interrupted you with a question, it’s simply that, a question. How you respond can move your potential customer in the direction of saying “yes” to the compressor purchase, or it can blow up in your face. A simple, straightforward response is always the best. Try being relaxed, and say something like, “It will be between $X and $Y depending on which accessories you choose. Let’s take a look at the accessories and see what you decide.” 16084read more >