Recently I had a chance to talk with him about his strategies for dealing with prospects at the final stage of their decision-making process. What do you suggest sellers do to minimize the perceived risk associated with doing business with them? Too many sellers emphasize all the reasons why their offer is the safest choice. Resist the urge to take that approach. Be candid about your views of the potential risk your buyer faces and, chances are, your buyer will reciprocate.
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Start free Blinkist trial Upgrade to Premium Read or listen now Synopsis Selling to Big Companies closely examines the ins and outs of dealing with corporate decision-makers.
From making an initial contact to developing your sales pitch, this book will give you all the tools you need to sell to big companies.
Key idea 1 of 10 Selling to big companies means understanding how their decision-makers think. Even finding and connecting with the right person to make a sale can be difficult, as such people often keep themselves well-insulated from the onslaught of daily sales calls. Corporate decision-makers are busy people. As just one of many examples, consider that the director of a pharmaceutical company told the author that he starts work every day at a.
Rather, you need to demonstrate to these business leaders that your product or service will be immediately beneficial to them by focusing on the specific value your products and services will bring to the company. You want to make them think and consider new perspectives. You have to make this change more palatable by explaining how you and your products and services will make their processes faster or cheaper, and thus make their lives easier. A solid understanding of how the company makes decisions will give you a great push in the right direction.
Key ideas in this title Selling to big companies means understanding how their decision-makers think. Decision-makers want strong proposals, and putting that proposal together requires expertise.
Do your research! Use all your resources and networking capabilities to contact a potential client. Figure out who the decision-maker is and direct your focus on making contact with them alone. A natural but convincing voicemail message is the key to grabbing the attention of decision-makers.
Your letters and emails too need to be carefully written and designed to sell. Be prepared to jump over many hurdles on your way to finally accessing the decision-maker.
One day, they will pick up the phone! Final summary.
Selling to BIG Companies
Selling To Big Companies