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How to Sell to Other Business - This Technique Works And Will Improve Your Sales

My clients are always telling me that they have trouble getting people to buy their products or services.
This is particularly true when they are targeting businesses.
The problem invariably lies with their sales technique.
The fact is: People do not like to be sold to, but people love to buy and they particularly love to by from people.
OK so what does this mean for you? For years, I have used, very successfully, a simple four step sales technique that i'll share.
It's very easy and it does work.
  • Step 1: Contact your prospects by telephone, DO NOT TRY TO SELL AT THIS STAGE.
    Find out the name of the person who makes the buying decisions and ask if you could send that person some information - 95% of respondents will say YES at this stage.
  • Step 2: Send the information - by POST.
    This should be a simple letter with some promotional material briefly outlining your product / service, introducing yourself and your business.
    At the close of the letter explain that you'll contact them within the next few days to discuss your offer.
    DO NOT TRY TO SELL AT THIS STAGE
  • Step 3: 2-3 days later make that call.
    Your aim at this stage is to get a one to one meeting with the buyer Guess what DO NOT TRY TO SELL AT THIS STAGE either.
  • Step 4: Have that meeting, you'll probably only get to this stage with 15-20% of your prospects but having them here means they are much more likely to buy from you.
    All you need to do is convince them to buy.
    Again, it's not about selling to them it's getting them at the stage to buy from you.
    Remember people buy from people, if you come across too high pressure, not confident or basically unlikeable they'll not buy so just be yourself, be polite, don't just talk business and they'll make their own mind up.
The trick is to get your prospects used to saying yes to you, get them to like you and they'll come back time and time again.
The Four Step Sales Technique


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