Closing b2b sales for Travel Industry

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selling to other businesses can be both lucrative and rewarding but it can also be really tough if you're not showing value a business prospect is always thinking one thing when talking to salespeople is this person creating value for me if not then you're done in this video I'm going to share with you five tips to close more b2b sales check it out number one clarify your value proposition when someone asked you what you do you absolutely must have a quick and rehearsed response when you start a call do you know exactly how to describe what you do if not you're dead in the water it's time to actually script out and memorize your value proposition it is by the way the only part of your business from a sales perspective that you have to actually memorize number to focus on their challenges most salespeople in a b2b space are still selling the features and benefits of their products or services but the problem is is that prospects don't buy features and benefits anymore there was a time when this worked but no longer prospects now buy solutions to their challenges so if there's no challenge then there is no sale it is time to start seeking to really understand their challenges and what's going on in their world number three get face to face there's been a big movement towards inside sales forces and I think in some cases that can be fine because it is very efficient but for companies that are still selling expensive products or services I mean the high-end products or services that really require a serious investment you absolutely must get face to face with your prospects you may think that's old school but actually it's new school because most of your competitors are still trying to close sales on the phone or without getting face to face it's time to set a ball to eyeball with a prospect and what you'll find is that you're going to increase your close rate many times over just get in the car or on that plane and don't worry about those expenses out there and meet your prospects face to face number four be proud of your premium pricing low price does not make good prospects want to buy low price makes the worst kinds of prospects want to buy own your premium price point in the market it's not about dropping your price because a good prospect doesn't care about your price they care about the value that you're providing to them so instead of focusing on price focus on the real value that you provide to your customers and your clients number five offer three option proposals so what I mean by that is that every single proposal should have three different options most of your competitors and probably the person watching this video right now is used to just providing one option to a prospect but just one option is very limiting in terms of the possibilities that a prospect can choose from and by the way even if you've done a very good job in discovery finding out really what the prospect needs you still don't know which option the prospect is going to choose so what you want to have is one more basic option which means the most inexpensive option that will still solve the problem still not low price but inexpensive compared to your other options the second option is going to be right in the middle mid level and the third option is really premium it's probably way outside of their budget but you never know sometimes they go for that option and at the very least what it's going to do is set the value for what you're actually offering so this will do two things it will lower the number of times that you actually get shopped around because you've provided some context and it's also going to lead to much bigger sales because you're going to be surprised that some of your prospects will actually go for that third option so there are five tips to closing more b2b sales I want to hear from you which of those ideas did you find most useful be sure to share below in the comment section and I will respond to every single comment that I can get to and if you enjoyed this video just click right here in order to get a free e-book on twenty five tips to crush your sales goals seriously it's an amazing book and it's free so just click right here and you'll get it in your inbox right away also if you got some value out of this video please like it on YouTube because that really helps me out and finally don't forget to subscribe to my youtube video by clicking right here to get access to a new video just like this one each week