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Sales

Mistakes to avoid during customer meetings by every B2B technical sales engineers

From the last few years, If you observed, particularly for the market in India was changed drastically compared to the way it was doing earlier.

If you analyzed the market and you would be definitely understood that digital solutions are having huge momentum.

If you are not realized and also not change to take on a new role in technology solutions. You will befall behind in the next couple of years.

So, you should expand and focus on learning updated technologies like digital marketing, new digital age sales skills for new opportunities.

I truly believe, since many technical salespeople with diversified experience in offline sales and a stronghold on B2B sales cycles will get success easily.

Initially, you may get confused,  the way new marketing technology is working but remember it is just the medium of marketing channels that are changed but fundamentals remain the same.

Sales fundamentals are always the same for ages.

In sales, you would have found that when you pay attention& focus on every stage of the sales cycle, from the first contact to the “ singing the deal ” you will succeed the most of the deal.

Sales happening in very three simple stages:

  1. Finding leads.
  2. Discussion with Prospects.
  3. Agreement with Customer.

In the new regime of B2B technical sales, engineers are very often doing mistakes that can harm business growth.  In the B2B sales process at each stage, these mistakes will lead them to pay heavy costs. I will discuss a few mistakes below in detail.

Not talking to the right contacts

Especially in new and young sales engineers in technical sales are mostly spending their time with the wrong person.

Since you got a lead that does not mean that lead will be the decision-maker.

As everyone knows in technical product sales, decisions will be happening at multiple levels but that does not mean you have to convince them at all levels.

You just find the right decision-maker.

If you don’t ask who is decision maker, surely, you would have wasted your time and energy convincing the wrong person by the end no use.

You need to do your research to understand all the people who are involved in the buying process at each level completely.

When you qualify the lead to a prospect and before going to meet,  start doing a google search to their official website and to know more about what they are into, and what products they are dealing and how big the company is?

Who are their potential buyers ( some times it also matters, we can use of their buyer’s references too off-course it happens only if we already know some of their customers and how they are doing business, goals and their business vision?

It will benefit one way of building a relationship with prospects, and they are also comfortably listening to your sales pitch at a later stage.

Basically, they should resonate with you.

Even you check with other sales team members also, to know if they have reached out to this prospect in the past or working currently with any of their other branch or their associates.

And before the meeting, you just want to confirm them about their scheduled time and who is else will be in the meeting and request them to invite all the decision-making authorities to participate in the meeting so it can speed up the sales process.

You should Identify the right prospects and maintain better rapport with them, contact at different levels would be like a ladder for your business.

In the ladder every spoke is impartment to move upwards, this approach would lead you happening towards the sale by the end.

Talking more than the customer

Most of the time majority of the salespeople talking about their product/service than understanding the customer properly.

If you don’t let the customer speak, you will never be able to understand their pain points.

The real selling process starts when the customer starts sharing his pain points.

Customers are don’t bother about your features and quality men ships, they just focus on what they get and how their investment going to solve their problems.

Technical salespeople should practice to ask open-ended questions and listen to the customer.

Understand their pain points and address their problems with your solutions.

Remember when you meet the prospect means it is already a qualified lead, so, based on the situation only you should talk and find the right fit between your product or services and the customers’ expectations.

For that, you will choose questions mostly related to their implied needs and explicit needs.

It is the Sales engineer’s role and responsibility to find out what the prospect is exactly looking for and what is their current needs?

Then we know how the prospect is giving important and what urgency to have products or solutions that they looking for.

How they are currently managing the situation without having the proper desire solutions?

Then explain the features and benefits of your products/solutions without overpromising.

You have to honestly admit and make educate customers about outcomes. So there is no dispute after selling.

Actually, before going to meet customers, you should list down all the features and functionalities of your products/services and also noting down the benefits that customer might get from each of you product feature and functionalities.

Desperation towards the sales

Most of the salespeople are more often jump into the sales pitch and spend most of the time on how to sell their product/solution/services than a clear understanding of the customer’s requirement.

I can understand their psychology running behind to reach they are of target numbers. But it won’t bring those results.

If you don’t present yourself honestly, Customer will never be able to disclose what they are exactly looking for.

Hence you can’t get the right information and in the end, your solution may not fit your customer.

Finally, they will drop you from the race.

Sales will be happened based on friendship; people will not buy until they are convinced that you are their genuine friend.

Be genuine with customer concerns, Think about what you can do if you are

In their situation and then provide solutions.

Because customers always want to know how you can best meet their needs that the competition is not offering them.

Through consistent communication and feedback, you can also discover better ways to help them solve their problems.

So that do research, keep adding value to customers, continue engagement in all possible platforms, solving problems from time to time, listening to their feedback, and should take action promptly.

With these notes I want you to remember every time before you think about your own Sales efforts, take these findings to your mind. You can become one of the top executives.

 

 

Categories
Blog My Talks

How I am writing My First Blog Post-DDIP

Hey friends

with this Blogpost, I want to share my experience on how I am writing my first blog post.

I am made an outline with the help of MindMeister mind maps and followed these 6 steps while working on my own blog.
1.Reasons
2.Research
3.Resources
4.Rewrite
5.Reachout
6.Revenue

1.Reasons:
Before starting the blog, I have asked my self a question

“why I am going to start/write a blog? ”

Then I concluded with the few major reasons
1. It is because in the process of learning my digital marketing course.
2. is because want to do Affiliate marketing
3. Is to Establish a connection with like-minded people

2.Research:
On Niche topics, Tools required content ideas, etc.

Niche:
Niche is a very important and most essential decision before starting a blog.
A niche is nothing but a topic that we want to write about in our blogs.

Selecting one niche on which we can write is a brainstorming exercise.
We should have good knowledge about that niche so that we can freely write the best quality blog posts for our readers.

I am planning to make a separate blog on how to choose a Niche for your blogs.

Tools& Technology:
There are different blogging platforms are available. Based on our goal we can choose any one of them.

1. Free blogging sites providers-Like bloggers, tumbler etc with this we just focus only on blog writings rather than building the website and other technicalities, but our blog names are with their respective subdomains. Not custom domain names.

2. There are also Guest post websites – like Medium, Ghost, etc
we can post directly our articles there, In such blogging sites they have existing bloggers community, different blog writer posts available in a similar interest, we can reach out them.
3. Another option is we can have to choose to design blog sites by building our own website. It will give us authority and personal branding,

Domain & Hosting services: I have done my research on these service providers too.
Is the first thing most to do is research for domain names.
Because It is our online address that our readers can type in their browser to reaching out to us.
Remember, if once it is registered, difficult to change later. A good domain name always defines our brand value in the future.

Hosting is a service that our blog post files are kept stored.

Nowadays most of the Hosting service providers are providing domain name service. Service providers like Wix, Bluehost, Namecheap, siteground, GoDaddy, hostinger etc. you can choose based on the cost and services.

I have plan to make a separate blog on how to choose Domain and Hosting services for your blog.

Content Ideas:
The first step in writing the blog is to choose a good topic, for that, we need to get the right ideas.
Only While we doing the research we can get some ideas. Without doing research we can’t get.

In our niche area, we can use google keywords or any SEO tools for getting good topic ideas.
Go to different blogging sites on the same topic or in our niche and read
we have to take notes while doing research. understand the gaps that need to be cover in the topics.
Start researching on it.

Talk to our niche market audience what they are looking for.
we need not be an expert on the topic, but Make sure we have to add value through our post.

3.Resources:
Tech setup: based on Research and budget, we have to purchase the domain name and hosting services either from the same service provider or choose from different service providers.

I have brought both domains and hosting services from namecheap.com

later I have chosen the WordPress platform for setting up my blog.

I have installed it and added plugins and themes that are needed initially.

Created my own basic personal blogging site.

I am planning a blog on a detailed tech setup of a word press blog in the coming days.

Content generation:
Setting up the blogging site is alone not sufficient.

The content generation mechanism is important once we started a blog post.

we have to go through and read various blog posts in our niche topic.

Make notes out of it and create an outline in a mindmap.

This can be useful while we sit for writing a blog post on a selected topic.

4.Rewrite:
we have to start paying focus on writing with the gathered information

Creating a Title is key for the blog post,

it is the one that attracts readers to jump into our blog post.

If we can hook the readers with a good title and introduction sentence they will stick to our blog.

We can start our blog post in several ways to keep the audience’s attention.

start with questions? Or start with defining problems of niche audience or
start with a small story or talk directly about the pinpoints that our targeting audience is facing.

Now that I have outlined for my blog post and content information so that I can start rewrites the copy of researched information as per my designed outline structure. if necessary I can make subsections too.

Conclusions:
To conclude the end by Just re-write the whole article in a very short paragraph with 2 or 3 sentences that can remind the entire article to the readers.

The blog post cannot be successful unless we can convince users to take action on the blogsite

so we should include a call to action. like sign up for updates, newsletters or We can be asked to leave a comment or to share in their social media accounts or directly asking to buy our product

5.Reach out:
once we completed the writing and published an article in our blog

it is absolutely necessary to share with people otherwise it has no sense of writing a blog post.
We have to start sharing with our friends and relatives for feedback through their social media platforms.
And also share with your network groups.

I need to strategize to reach out in different social media platforms

6.Revenue :
I know making the blog as a money asset is the time testing job.
need to be patient and consistent on blog postings. It completely depends on the value that we are providing to our readers. Blogs can be monetized in different ways,

if our blog has more traffic money come from ads or if we add value to our readers through content and target niche audience they can buy our products ( it is either affiliate products or own products).

So with this, I hope it could be helpful and leave your feedback on the comment section and subscribe my YouTube channel for more updates

Thank you.