M304 hm b2_b

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M304 hm b2_b

  1. 1. How to sell business-to-business services The three keys that unlock your potential in business-to-business services <ul><li>Hannah McNamara </li></ul>Copyright 2010 | Ripple Effect Systems Ltd 1 M304
  2. 2. Services and products <ul><li>Services & products : listening skills, good questions, rapport etc. </li></ul><ul><li>Services : selling a promise; the customer primarily buys on trust </li></ul><ul><li>Product : you can use samples/photos </li></ul>
  3. 3. The three key rules to gaining trust <ul><li>Don’t force your prospect to use their imagination </li></ul><ul><li>Tell stories </li></ul><ul><li>Mind-read BUT don’t make assumptions </li></ul>Copyright 2010 | Ripple Effect Systems Ltd
  4. 4. 1. A prospect’s imagination <ul><li>Clearly communicate what you do; don’t leave it to their imagination. </li></ul><ul><li>Provide packages and examples </li></ul><ul><li>It’s not the prospect’s job to tell you what to put in your proposals. </li></ul>Copyright 2010 | Ripple Effect Systems Ltd
  5. 5. 2. Telling stories <ul><li>We love stories </li></ul><ul><li>It’s easier to remember a story than facts & statements. </li></ul><ul><li>Use client success stories when selling a service. </li></ul>Copyright 2010 | Ripple Effect Systems Ltd
  6. 6. 3. Mind-read, but don’t assume <ul><li>Notice patterns in your customers. Mirror and match their language. </li></ul><ul><li>Talk about what people often experience so that you appear to read your client’s mind. </li></ul><ul><li>Be clever; don’t assume what kind of person they are </li></ul>Copyright 2010 | Ripple Effect Systems Ltd
  7. 7. Ripple review <ul><li>Services and products </li></ul><ul><li>Away from and towards motivation </li></ul><ul><li>It’s not the prospect’s job to tell you what to put in your proposals </li></ul><ul><li>Inform & educate, establish rapport, pre-empt and address objections </li></ul><ul><li>Understand your client’s problem </li></ul>Copyright 2010 | Ripple Effect Systems Ltd
  8. 8. Ripple Effect Sales Training <ul><li>Master sales and your business will flourish </li></ul><ul><li>Leading sales, marketing and branding experts helping you become a master of selling: Peter Thomson, Joanna Martin, Topher Morrison, Craig Goldblatt, Michael Clark, Arthur op den Brouw, Andrew Priestley, Leigh Ashton, Grant Leboff, Hannah McNamara, Patrick White, Kathryn Lennon-Johnson and Ryan Pinnick </li></ul><ul><li>www.rippleeffectsales.com/starterkit </li></ul><ul><li>www.facebook.com/rippleeffectsales </li></ul><ul><li>[email_address] </li></ul>Copyright 2010 | Ripple Effect Systems Ltd

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