To be successful as a B2B sales rep, what you sell is often not as important as how you sell it. The approach you take to selling will very quickly determine your worth as a B2B professional. This is clearly evident when targeting the kind of medical-industry clientele you find when using an Ontario doctors directory
How Do You Rate as a Salesperson
In a study done to determine how B2B buyers perceive salespeople they have met, only 12 percent got a rating classifying them as excellent. Another 38 percent were considered average, while 23 percent were classified as good and 27 percent were considered poor. That is a striking condemnation of B2B salespeople, especially if they’re selling to the medical profession. Where do you rate as a salesperson? What’s the measure of your competence? You might consider yourself to be a great sales rep because you’ve thoroughly researched your client using the physician directory Ontario, but what do your customers think? Sometimes, your level of income is a good measure of your competency; if you’re not very good at your job, chances are you’re not going to be making much money trying to entice B2B customers to buy from you. The approach you take to deliver your pitch and the way you deal with your clients will ultimately determine your value as a salesperson.
Salespeople Should Remain Flexible
Every client is different. Every business has different needs. Salespeople who apply cookie-cutter solutions to every potential prospect are going to lose a lot of business. There are traits that should remain consistent: things like honesty, integrity, competency and the ability to find workable solutions. However, in some sales situations it is necessary to take a flexible approach and work collaboratively with the client to ensure you meet your objectives, which are to land the sale. Buyers today are experienced, knowledgeable and well-prepared with research they’ve conducted on their own. They aren’t naïve when it comes to their business and the technologies that shape it. Using the Canadian medical directory to gather all the information you can on your proposed target is just one step. You need to meet a high standard of professionalism when targeting doctors, as they have little time to spare for sales and marketing people. Scott’s Directories online database is updated regularly, providing B2B sales teams with over 83,000 accurate company listings, including a detailed Ontario doctors directory. Help refine your sales approach by being well-informed about your potential prospect.