While it might seem like this would make it almost impossible to achieve specific goals, the truth is everything is marketable, if you know the right way to go about the process.
To give you a better idea of how to tailor your strategic approaches and programs to train your representatives, we’ve put together this guide with details on the main ways to improve your business. B2B sales specific niches.
Don’t miss these 8 amazing tips for selling complex products!
1. Show your worth
You already know that selling doesn’t just mean showing up and expecting prospects to automatically believe your product is the best in the market.
In fact, the truth is often the exact opposite: they want you to explain why they should buy from you rather than the competition.
That said, if you plan to sell complex products, one of the most important aspects of your sales pitch should be value.
You should always make it clear that what they spend is an investment worth every penny, whether it’s a feature that solves a different problem or a general scenario where your product represents the highest value. of an investment.
Its true value is what makes a product irresistible!
2. Use data and testimonials
Data and testimonials are more than spontaneous content, they help sell your product in a way that shows your offer is the best possible solution.
This means that you will want to include them in each Selling argument and the marketing materials you distribute.
Of course, when providing data and numbers, these need to be consistent: make sure to project testimonials that qualitatively explain how and / or why a customer has found value in your product.
By following this rule, you can use whatever information is available to show the reason for a service, good, or item, whether it’s its ability to increase productivity or modernize certain processes. If possible, create case studies to support your argument with rigor and real support.
3. Understand the decision layers
Another important aspect of learning to sell complex products is understanding decision levels.
This means that the person you are approaching may not be the one who ultimately uses your product and therefore you need to adjust your marketing message so that it also understands the value proposition.
For example, your product might be something that a technology department uses on a daily basis. But the person who writes the checks and signs the contracts is a vice president who doesn’t understand how useful that is to his team.
In this case, you want to have marketing materials that are intended for both the end user and the decision maker.
4. Find out the needs of your target market
It may seem obvious, but it is very important to know the needs of your target market. And we’re not just talking about where your product offering solves these issues.
We refer to everything discussed and common concerns associated with your industry.
The more you understand the situation they find themselves in at any given time, the more timely and appropriate your offer will be.
For example, suppose you make machinery for a company that reaches peak production in October. Meanwhile, the team is too busy producing to think about implementing a big change.
Knowing this, you can adapt to host a sales meeting months before or after their work level drops.
5. Offers educational resources on the products
Product training is a great way to stand out from the crowd when working to sell complex products.
In a few words, the more information you can provide, the more likely the business is willing to buy from you.
Make sure your website has plenty of brochure downloads, videos, tutorials, and any other type of content you need to know how to use and get the most from your product. The more descriptive you can be, the better.
6. Position yourself above the competition
When working with a complex product, chances are your prospects will mention the competition at some point.
In this case, be prepared to position yourself above the competition. This means that you can accurately and eloquently explain the main reasons why you are a better choice and how your product is best suited in the long run.
However, to achieve this you need learn more about your competitors and the reasons that make it a threat to your niche.
Take the time to learn as much as you can about their comparable product offerings or if there is anything close to what your business is selling.
The more you know about them, the easier it will be for you to argue about your target audience’s comparisons.
7. Use research to your advantage
Information is one of the most important assets because of its usefulness. Take the time to learn more about the customer and why they might need your product.
Find out more details, like how long they’ve been in business and also the history of their brand.
If you know this information, you can bring it up naturally in a meeting to show that your interest is real and not just another sale.
8. Always focus on the best solution
Sometimes he sales cycle things are going off the rails and you have to work a little harder to get things back on track. In this case, always focus on the best solution for the customer.
What does it mean? It means knowing exactly what is the ideal option for the lead to overcome their greatest challenge or concern.
In some cases, your competitor may have a product with more features to meet the needs of that user. However, if you get the job done by focusing your sales message on practical solutions to their pain, you will get ahead!
The more complex your product, the more difficult it will be to sell. But that can’t put you off!
The good news is that the eight tips we’ve included here are designed to help you overcome the challenges of selling a complex product while building relationships with potential customers. Apply them and you will see the results!
Are you looking for additional ideas on how to grow your business? Discover our free sales funnel template and improve your results!