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How to sell business-to-business servicesThe three keys that unlock your potential in business-to-business services
Hannah McNamara
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Services and products
Services & products: listening skills, good questions, rapport etc.Services: selling a promise; the customer primarily buys on trustProduct: you can use samples/photos
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The three key rules to gaining trust
1. Don’t force your prospect to use their imagination
2. Tell stories
3. Mind-read BUT don’t make assumptions
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1. A prospect’s imagination
• Clearly communicate what you do; don’t leave it to their imagination.
• Provide packages and examples• It’s not the prospect’s job to tell you
what to put in your proposals.
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2. Telling stories
• We love stories• It’s easier to remember a story than facts
& statements.• Use client success stories when selling a
service.
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3. Mind-read, but don’t assume
• Notice patterns in your customers. Mirror and match their language.
• Talk about what people often experience so that you appear to read your client’s mind.
• Be clever; don’t assume what kind of person they are
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Ripple review
• Services and products • Away from and towards motivation• It’s not the prospect’s job to tell you what
to put in your proposals• Inform & educate, establish rapport, pre-
empt and address objections• Understand your client’s problem
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Ripple Effect Sales Training
Master sales and your business will flourish
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
www.rippleeffectsales.com/starterkit
www.facebook.com/rippleeffectsales