4 Behaviors Stopping You From Being a Corporate Sales Closer

Would you like to know how to attract more businesses to your products or services?

It is actually a lot simpler than you may think. You don’t have to hypnotize or manipulate them into buying. All you need to do is just give them what they want.

With the right corporate sales training, you will be increasing your sales in no time, while maintaining a good business-to-business relationship.

The key to soaring corporate sales is an understanding of the human behavior.

Fundamentally, all human beings have the same mental triggers that usually drive their actions. To fully understand and influence your potential clients, you need to know what those mental triggers are and how you can effectively utilize them in your corporate sales message.

Corporate Sales Training: 4 Things Corporate Clients Don’t Like

Here are four typical psychological behaviors that may block you from closing an otherwise successful corporate sales deal.

1. Corporate Clients Don’t Like Change

Have you ever tried keeping a New Year’s resolution? Maybe lose a few pounds?

If you have, then you definitely know how hard it is to change a particular behavior. Despite your good intention and dedication to fixing unhealthy habits, many people still continue to eat junk food, drink excessively, and fail to exercise.

As a corporate salesperson, you must understand that one of your key roles in corporate sales is asking businesses to change from buying nothing to something, or from buying from a competitor to you.

So how do you go about it?

The best way to inflict positive change to your potential clients is by sharing your success stories. Businesses will feel more confident and more secure with your products and services once they discover how it has helped many other similar businesses before them.

2. Corporate Clients Don’t Like Doing Business with Strangers

From your childhood, you probably remember the phrase “stranger danger”. Well, guess what? It’s back! And it’s here to tremendously affect your corporate sales.

Nobody is willing to buy from a person they barely know or heard of. A corporate sale is no exception.

When selling a product or service to another company, you need to inject information that is more relevant and helpful to the company. Let the company see how much of an asset your product or service can be to them.

To this end, before making any prospective corporate sales call, ensure that you have thoroughly gone through the company’s website, Facebook and LinkedIn profiles as well as the general internet to gather all the information necessary to beat the “stranger danger” mindset.

3. Corporate Clients Don’t Like Making Hard Decisions

Of course, we’ve all sat for multiple-choice exams. How does it feel when you get to a question and you’re stuck between answer A and B? Frustrating, right?

So how do you expect your prospective clients to buy products or services from you if you put them in a similar position?

When selling, it is imperative that you make it easy for businesses to buy from you. Make it very clear how your products and services will solve their problem, make them more money and/or save them time.

Don’t put your customers into a situation where they have to think hard about striking a deal with you. In fact, don’t let them think at all. Present yourself to them in such a way that they’ll see you as a caped crusader who has come to their rescue.

4. Corporate Clients Don’t Like to Buy What They Don’t Understand

By nature, people are averse to risk. If they don’t understand what you are selling to them, they’ll definitely not buy from you.

86% of people are estimated to be visual learners. So the best way to make clients understand what you are selling is by using visuals. When a client asks a question try to answer it in a more visualized manner. This means that you should use graphs, videos, and previous success stories, basically anything that they can relate to at a personal level.

And that is how they will start buying from you.

Good Corporate Sales Training Gets You More Sales

In order to make it huge in corporate sales, you need to have a sales process and stick to it. Carefully analyze the human behavior and create a repeatable process that can help you learn and grow to replicate with each and every client you come across. That’s the only way you’ll achieve your corporate sales success.

About Ryan Dohrn

Ryan Dohrn is a corporate sales coach and offers corporate sales training to thousands of corporate sales executives each year. He is also an international motivational speaker and the author of the best-selling sales book, Selling Backwards. Ryan is the President and founder of Brain Swell Media, a boutique corporate sales training and sales coaching firm with a detailed focus on sales training and sales coaching for companies in 17 unique industry sectors from media to tech to aviation. He is also the owner and Publisher of SalesTrainingWorld.com an online portal for sales training success.

Contact information: Ryan R. DohrnPresident/Founder, Brain Swell Media LLCPublisher, SalesTrainingWorld.comRyan@BrainSwellMedia.com