{"id":1426,"date":"2016-02-18T19:42:58","date_gmt":"2016-02-18T14:12:58","guid":{"rendered":"https:\/\/saleschakra.com\/en\/?p=1426"},"modified":"2016-09-08T21:16:40","modified_gmt":"2016-09-08T15:46:40","slug":"4-top-tips-on-how-to-sell-to-a-business-owner","status":"publish","type":"post","link":"https:\/\/saleschakra.com\/en\/4-top-tips-on-how-to-sell-to-a-business-owner\/","title":{"rendered":"4 Top Tips on How to Sell to a Business Owner"},"content":{"rendered":"[vc_row type=&#8221;in_container&#8221; scene_position=&#8221;center&#8221; text_color=&#8221;dark&#8221; text_align=&#8221;left&#8221; class=&#8221;para&#8221; overlay_strength=&#8221;0.3&#8243;][vc_column column_padding=&#8221;no-extra-padding&#8221; column_padding_position=&#8221;all&#8221; background_color_opacity=&#8221;1&#8243; background_hover_color_opacity=&#8221;1&#8243; width=&#8221;1\/1&#8243;][vc_column_text css=&#8221;.vc_custom_1473349559487{margin-bottom: 2% !important;}&#8221; el_class=&#8221;br-cl&#8221;]You might be genius at selling your products and services to customers, but selling to a business owner is a daunting task which you should not take for granted. If you\u2019re in the business where you sell products and services to small business owners you have to be more cautious because business owners, no matter whatever the size of business they hold are busy and quite smart enough not to fall for your sales tricks. However, selling to a business owner is not an impossible task and you can do it if you know how to do it.<\/p>\n<h4>Here are top 4 tips on how to sell to a business owner and make things easier for you.<\/h4>\n<h3>Know Their Business Like They Do<\/h3>\n<p>When you are selling to a business owner you need to understand that you need to talk to the point because they don\u2019t have all the time in the world. Most business owners and corporate decision makers are under continuous and increasing work pressure to perform and they expect you to be knowledgeable about their business even before you walk into their office. Going without any thorough research or information about their business will make them feel you\u2019re just another self-serving salesman wasting their precious time.<\/p>\n<h3>Be a Problem Solver<\/h3>\n<p>We\u2019re all looking for solutions, aren\u2019t we? While customers are browsing the internet to find products and services that can serve as solutions to their problems, business owners too are hunting for solutions that can help them serve their customers in an efficient way while keeping their costs low. When you\u2019re selling to a business owner focus on how your product\/service can help them make a difference to their business. That\u2019s all they care about. Provide samples, demonstrations and testimonials when appropriate.<\/p>\n<p><a href=\"https:\/\/saleschakra.com\/en\/sales-productivity-tools\/\" target=\"_blank\"><img fetchpriority=\"high\" decoding=\"async\" class=\"cta-img aligncenter wp-image-1387 size-full\" src=\"https:\/\/saleschakra.com\/en\/wp-content\/uploads\/2016\/02\/successful-sales-demo-product-toolkit.jpg\" alt=\"how to sell\" width=\"768\" height=\"110\" srcset=\"https:\/\/saleschakra.com\/en\/wp-content\/uploads\/2016\/02\/successful-sales-demo-product-toolkit.jpg 768w, https:\/\/saleschakra.com\/en\/wp-content\/uploads\/2016\/02\/successful-sales-demo-product-toolkit-300x43.jpg 300w\" sizes=\"(max-width: 768px) 100vw, 768px\" \/><\/a><\/p>\n<h3>Offer Value<\/h3>\n<p>Business owners are hard to convince not because they are not willing to spend money, but because you\u2019re not offering them value. As a salesman, your aim is to sell, but times have change and business owners understand that they need to buy products and services that add value to their business. They\u2019re not going to believe what you\u2019ve mentioned in your sales brochure.<\/p>\n<p>So, the only way you can sell to a business owner is to educate them and not sell. You may go ahead and ask them how much they make per year if his\/her business is running at maximum efficiency. Calculate that into hourly profit. Now show him\/her how your product\/service can solve his\/her business problems and offer better returns than the price you\u2019re asking for your product\/service and you\u2019ve clinched the deal.<\/p>\n<h3>Build Relationships<\/h3>\n<p>Most sales people are not sure how to sell to a business because they are more busy with their own sales goals. Business owners and corporate decision makers know that salesman usually paints a great picture around the products and services they sell and when they clinch the deal, everything comes crashing down.<\/p>\n<p>Business owners will buy from you if you walk with them an extra mile. So, go ahead and provide them with better orientation, tell them what they need to do next, how they should make the payments, whom they should contact if they have any questions and provide them with contact information, how can they upgrade to better features if they like the product\/service. Business owners don\u2019t want to stay limited to your up sell and cross sell funnel, so always stay connected as a real person rather than sending them canned sales messages.<\/p>\n<p>When you\u2019re going for a sales meeting it is important that you know what\u2019s going on in the company and their marketplace. Understand their key challenges, objectives and goals. Share your story about how you\u2019ve helped other businesses with their challenges. Show them demos and presentations that make sense and offer them value that they can\u2019t refuse.[\/vc_column_text][\/vc_column][\/vc_row][vc_row type=&#8221;in_container&#8221; bg_color=&#8221;#f2f4f5&#8243; scene_position=&#8221;center&#8221; text_color=&#8221;dark&#8221; text_align=&#8221;left&#8221; class=&#8221;para&#8221; id=&#8221;subscribeform-row&#8221; overlay_strength=&#8221;0.3&#8243;][vc_column column_padding=&#8221;no-extra-padding&#8221; column_padding_position=&#8221;all&#8221; background_color_opacity=&#8221;1&#8243; background_hover_color_opacity=&#8221;1&#8243; width=&#8221;1\/1&#8243;][vc_row_inner][vc_column_inner column_padding=&#8221;padding-3-percent&#8221; column_padding_position=&#8221;all&#8221; background_color_opacity=&#8221;1&#8243; width=&#8221;1\/1&#8243;][vc_column_text css=&#8221;.vc_custom_1473349313942{margin-bottom: -6% !important;}&#8221;]\n<h3>Enjoyed these top tips on selling to businesses?<\/h3>\n<p>Subscribe to our newsletter to never miss an upcoming article![\/vc_column_text][\/vc_column_inner][\/vc_row_inner][vc_row_inner top_padding=&#8221;-6%&#8221;][vc_column_inner column_padding=&#8221;no-extra-padding&#8221; column_padding_position=&#8221;all&#8221; background_color_opacity=&#8221;1&#8243; width=&#8221;1\/12&#8243; offset=&#8221;vc_hidden-sm vc_hidden-xs&#8221;][\/vc_column_inner][vc_column_inner column_padding=&#8221;padding-1-percent&#8221; column_padding_position=&#8221;all&#8221; background_color_opacity=&#8221;1&#8243; 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column_padding=&#8221;no-extra-padding&#8221; column_padding_position=&#8221;all&#8221; background_color_opacity=&#8221;1&#8243; width=&#8221;1\/12&#8243; offset=&#8221;vc_hidden-sm vc_hidden-xs&#8221;][\/vc_column_inner][\/vc_row_inner][\/vc_column][\/vc_row][vc_row type=&#8221;full_width_background&#8221; bg_color=&#8221;#f2f4f5&#8243; scene_position=&#8221;center&#8221; text_color=&#8221;dark&#8221; text_align=&#8221;left&#8221; overlay_strength=&#8221;0.3&#8243;][vc_column column_padding=&#8221;padding-2-percent&#8221; column_padding_position=&#8221;all&#8221; background_color_opacity=&#8221;1&#8243; background_hover_color_opacity=&#8221;1&#8243; width=&#8221;1\/1&#8243;][vc_row_inner][vc_column_inner column_padding=&#8221;no-extra-padding&#8221; column_padding_position=&#8221;all&#8221; background_color_opacity=&#8221;1&#8243; el_class=&#8221;author-img&#8221; width=&#8221;1\/4&#8243;][image_with_animation image_url=&#8221;1276&#8243; alignment=&#8221;center&#8221; animation=&#8221;None&#8221;][\/vc_column_inner][vc_column_inner column_padding=&#8221;no-extra-padding&#8221; column_padding_position=&#8221;all&#8221; background_color_opacity=&#8221;1&#8243; el_class=&#8221;author-desc&#8221; width=&#8221;3\/4&#8243;][vc_column_text]\n<h3><span style=\"color: #a8a8a9;\">by<\/span> Jonas Matkevicius<\/h3>\n<p>Jonas is a marketing specialist at\u00a0<a href=\"https:\/\/saleschakra.com\/en\/\" target=\"_blank\">SalesChakra<\/a>. He is a certified inbound marketer who drives social media engagement and optimizes content for audiences.\u00a0He loves to write on sales, non profits and entrepreneurship.<\/p>\n<p><a style=\"border-bottom: none!important;\" href=\"http:\/\/twitter.com\/JonasMatk\" target=\"_blank\"><i class=\"icon-default-style fa fa-twitter-square accent-color\"><\/i><\/a>\u00a0\u00a0<a style=\"border-bottom: none!important;\" href=\"http:\/\/lt.linkedin.com\/in\/jonasmatkevicius\" target=\"_blank\"><i class=\"icon-default-style fa fa-linkedin-square accent-color\"><\/i><\/a>[\/vc_column_text][\/vc_column_inner][\/vc_row_inner][\/vc_column][\/vc_row]\n","protected":false},"excerpt":{"rendered":"<p>When you\u2019re selling to a business owner you need to be more than just a salesman interested in clinching deals. You need to know how to sell to a business owner by understanding their business and ensuring that you offer business owners something valuable that they can buy to enhance their business growth and profit.<\/p>\n","protected":false},"author":1,"featured_media":1432,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[40],"tags":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>4 Top Tips on How to Sell to a Business Owner<\/title>\n<meta name=\"description\" content=\"Wondering how to sell to any business owner? 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