B2B customers have access to loads of information to help solve their problems. Decision makers battle information overload and rapid information access via social media, blogs, and other resources. B2B sales persons can use three things to help decision makers and improve conversion.
Research The Way That Customers Do
Putting yourself in the shoes of your prospects is key to the new solution selling. Research the type of trade-magazines, blogs, or whitepapers your prospects might read. Sign-up to these and compile relevant information. To compile and share information use https://www.pivot-it.com. Darrell Zahorsky suggests focus on a few interesting facts for your B2B customers that will pique their interest.
Consider How B2B Customers Interpret Information
Your interpretation demonstrates your expertise. This is another key thing in the new solution selling. While compiling the news stories or blog posts, think about relevance to customer needs. Will it help solve a pain, showcase a best practice, or highlight the pain? This knowledge helps you engage your customer and improve your understanding of their needs, and eventually position your solution.
Become A Trusted Resource
A third key thing in new solution selling is becoming a trusted resource for your customer. Placing trust in your expertise decision makers can easily battle information overload. As a b2b sales person you have to provide unbiased insights, expertise, and information.You may be required to highlight strengths of your competitor, or risks resulting from your weaknesses. But, you will succeed being a trusted resource.The new solution selling requires you to have information access and expertise to interpret it. Helping customers find information and expertise will help you exceed sales quota.