Sept, 2023
Until now , I have been doing B2B sales more than 4 years. I still remember the fear I felt at the start, transitioning from a creative mindset to a business-oriented one. Sales is the most challenging yet incredibly rewarding jobs, thanks to it, I’ve honed myself into a sharper version of who i am.
God takes me to the job so I can realize that there are no limits to what you can achieve when you put your all into it and have the guts to deal with the inevitable failures.
In the beginning, I was a bit lost, unsure of how to excel and close deals effectively. Afterward, a bunch of mistakes, some good books, and the wisdom of sales gurus have helped me. Here are a few golden nuggets that I’ve picked up and actually seen work:
The more experienced I am, the less clients I serve
If you join a pitch without owning any competitive advantage, you’re better drop it. If client can choose either you or others, not much different, so it will boil down to pricing race. Joining a game but do not know which direction to win or which door to bet on, what a waste of resource.
If you and client do not share the same core values in doing business, you’re better to be careful or find other opportunities. These types of clients often end up causing more harm than good, draining resources without contributing to profits.
Problem drives sales, not the product
What a powerful quote. It’s their problem makes client taking their time for us – the solution provider. So, during meetings, I try to put myself in the client’s shoes and think about what if it is my problem. Sometimes, what I think is totally different from what they’re thinking. It’s fascinating how diverse people can be.
Short-term & long-term targets – the balance
Meeting monthly targets is a must, but if you only focus on the short term, it’s like running on a never-ending treadmill. A part of your work should focus on the current target and the other part should focus on preparation for the next 3 months/6 months. Thanks to the long-term preparation in the past, your current sales effort would be easier.
Always prepare 3 steps ahead clients
This skill is tough but it totally worth it. I try to anticipate the next three moves a client might make and plan my responses accordingly. And afterward, I compare from what I assume client would do to what they did.
What I write above is an ongoing part of my daily practice, not something I’ve already mastered. Just write them down to engrain them deeper in my mind.
