Name: Selling To Big Companies
Rating: 4 (23 reviews)
Author: Jill Konrath

What’s in it for me? Learn how to turn yourself into a selling machine.

Being a salesperson can be a thankless job. It’s not easy to face a list of calls every day while dozens of emails and voicemails go unanswered, and still, the order books remain blank.

Why is sales so challenging? The issue is one of attention. Every buyer, especially those at large companies, is bombarded with sales requests, every day. Chances are your practiced pitch on voicemail will be lost among hundreds of other requests.

Yet there is another way to make a sale. These blinks show you how to cut through the noise and get your message noticed by the people that matter, even by buyers in the biggest companies!

In these blinks, you’ll discover

why you should never be rude to a secretary or assistant;
what you need to put into your selling toolkit; and
why battling the gatekeeper is the key to making a sale.

Selling to big companies means understanding how their decision-makers think.

If you’ve ever tried to sell something to large company, then you know it’s not easy.

In your quest to make a sale, you’ll run into a lot of barriers. Even finding and connecting with the right person to make a sale can be difficult, as such people often keep themselves well-insulated from the onslaught of daily sales calls.

This isn’t by accident. Corporate decision-makers are busy people. They often don’t have the time or the inclination to talk to you about whatever product or service you’re selling.

Indeed, a decision-maker’s packed schedule and high performance pressures pose significant barriers for a salesperson outside the company who is trying to make a connection on the inside!

As just one of many examples, consider that the director of a pharmaceutical company told the author that he starts work every day at 4:30 a.m., just to ensure that he has time to read and answer all his emails before starting work. He doesn’t have a single second to waste on sales pitches!

If you want to reach a busy executive, you’re going to need to take a delicate approach. You don’t want to come off like your average, self-serving salesperson. Rather, you need to demonstrate to these business leaders that your product or service will be immediately beneficial to them by focusing on the specific value your products and services will bring to the company.

You want to make them think and consider new perspectives. If you can do that, then they’ll pay attention to you.

However, there’s another problem: corporate decision-makers hate change. Why? Because implementing changes means additional work for them, and they’re already pressed for time.

You have to make this change more palatable by explaining how you and your products and services will make their processes faster or cheaper, and thus make their lives easier.

So don’t be scared about selling to big companies! A solid understanding of how the company makes decisions will give you a great push in the right direction.

Decision-makers want strong proposals, and putting that proposal together requires expertise.

Some salespeople feel that the best way to maximize business opportunities is by casting a wide net.

Intuitively, this makes sense: if you contact more people, then surely more people will reply with interest to your sales proposal.

Do your research! Use all your resources and networking capabilities to contact a potential client.

Once you’ve defined your target group, it’s time to start thinking about how to contact them.

Interestingly, the tools you need to earn the attention of corporate prospects are available to everyone, yet few salespeople seem to know how to use them.

Figure out who the decision-maker is and direct your focus on making contact with them alone.

So now you have some useful tips on how to contact corporate decision-makers. But first you have to identify who those people are!

How do you do this?

A natural but convincing voicemail message is the key to grabbing the attention of decision-makers.

As you check your voicemails, you hear a message like this: “Hello, my name is Paula. I work for XYZ Marketing and we create the best marketing strategies. Would you be interested? Call me back at your earliest convenience!”

Do you reply? Or simply delete the message, never to give Paula or XYZ Marketing another thought?

Your letters and emails too need to be carefully written and designed to sell.

Voice messages aren’t the only tools in your communication toolbox. Written communications, such as letters and emails, also belong to your account entry campaign.

These written forms of communication require just as much meticulous thought as your voicemails.

Be prepared to jump over many hurdles on your way to finally accessing the decision-maker.

Leaving dozens of voicemail messages every week will soon become routine. However, you should always expect someone to pick up! Nothing is more embarrassing than fumbling over your words when you finally have a live prospect on the phone.

After identifying who the decision-maker is, the next biggest hurdle is actually talking to her for the first time!

Staying in touch is a challenge, but it’s worth the trouble. One day, they will pick up the phone!

You’ve already learned that reaching your prospect will take many attempts. Don’t despair if you keep running into walls. Stay focused and use the resources that are available to you.

If you can only reach your prospect’s assistant – that is, the gatekeeper – try to make the best of it anyway.

After you’ve done all this work, don’t forget to prepare carefully for your first meeting.

After all this hard work contacting prospective clients, you’ve finally piqued the interest of an important decision-maker. Now comes the most important part – your first meeting.

Success in a sales meeting requires a keen awareness of how the meeting is structured, so you can plan for it accordingly.

Zusammenfassung von Selling To Big Companies

Selling To Big Companies
in 9 Kernaussagen verstehen

What’s in it for me? Learn how to turn yourself into a selling machine.

Selling to big companies means understanding how their decision-makers think.

Decision-makers want strong proposals, and putting that proposal together requires expertise.

Do your research! Use all your resources and networking capabilities to contact a potential client.

Figure out who the decision-maker is and direct your focus on making contact with them alone.

A natural but convincing voicemail message is the key to grabbing the attention of decision-makers.

Your letters and emails too need to be carefully written and designed to sell.

Be prepared to jump over many hurdles on your way to finally accessing the decision-maker.

Staying in touch is a challenge, but it’s worth the trouble. One day, they will pick up the phone!

After you’ve done all this work, don’t forget to prepare carefully for your first meeting.

Kernaussagen in Selling To Big Companies

Einleitung

Selling to big companies means understanding how their decision-makers think.

Decision-makers want strong proposals, and putting that proposal together requires expertise.

Do your research! Use all your resources and networking capabilities to contact a potential client.

Figure out who the decision-maker is and direct your focus on making contact with them alone.

A natural but convincing voicemail message is the key to grabbing the attention of decision-makers.

Your letters and emails too need to be carefully written and designed to sell.

Be prepared to jump over many hurdles on your way to finally accessing the decision-maker.

Staying in touch is a challenge, but it’s worth the trouble. One day, they will pick up the phone!

After you’ve done all this work, don’t forget to prepare carefully for your first meeting.

Worum geht es in Selling To Big Companies?

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Zusammenfassung von Selling To Big Companies

Selling To Big Companies in 9 Kernaussagen verstehen

What’s in it for me? Learn how to turn yourself into a selling machine.

Selling to big companies means understanding how their decision-makers think.

Decision-makers want strong proposals, and putting that proposal together requires expertise.

Do your research! Use all your resources and networking capabilities to contact a potential client.

Figure out who the decision-maker is and direct your focus on making contact with them alone.

A natural but convincing voicemail message is the key to grabbing the attention of decision-makers.

Your letters and emails too need to be carefully written and designed to sell.

Be prepared to jump over many hurdles on your way to finally accessing the decision-maker.

Staying in touch is a challenge, but it’s worth the trouble. One day, they will pick up the phone!

After you’ve done all this work, don’t forget to prepare carefully for your first meeting.

Kernaussagen in Selling To Big Companies

Einleitung

Selling to big companies means understanding how their decision-makers think.

Decision-makers want strong proposals, and putting that proposal together requires expertise.

Do your research! Use all your resources and networking capabilities to contact a potential client.

Figure out who the decision-maker is and direct your focus on making contact with them alone.

A natural but convincing voicemail message is the key to grabbing the attention of decision-makers.

Your letters and emails too need to be carefully written and designed to sell.

Be prepared to jump over many hurdles on your way to finally accessing the decision-maker.

Staying in touch is a challenge, but it’s worth the trouble. One day, they will pick up the phone!

After you’ve done all this work, don’t forget to prepare carefully for your first meeting.

Worum geht es in Selling To Big Companies?

Bestes Zitat aus Selling To Big Companies

Wer Selling To Big Companies lesen sollte

Über den Autor

Kategorien mit Selling To Big Companies

Ähnlich wie Selling To Big Companies

Leute mochten auch

Entdecke den Blinkist Katalog

Beliebte Titel

Meistgeklickte Kategorien

Beliebte Themen

Angesagte Themen

Selling To Big Companies
in 9 Kernaussagen verstehen