Probably one of the most important parts of a B2B deal is creating a good conversation with your potential client. You want to show a potential new partner that you have a genuine interest in what it is they do and what they have to offer your company in return. Here are 3 useful tips to help you make the most out of your business conversations.
In Business Conversations, Talk Less and Listen More
How can you expect to learn about your potential partner if you do not stop talking and do not take the time to listen to what they have to say? One of the important things that you can do is just ask relevant questions that show a genuine interest in what your potential partner has to say. You should try to learn about any concerns or questions that they may have regarding closing the deal. When you take the time to really listen to them, you are showing them that they are more than just a number, but someone you genuinely want to work with on a long-term basis. So instead of doing all the talking, take a back seat and listen more.
Get to Know Potential Partners Beyond the Superficial Level
Most salespeople do not go beyond the basics when learning about their potential clients; things like who they are and what they do as a company. The more time you take to truly learn about who they are as people—what they desire to gain from the partnership, and anything else that gives you a deeper understanding of them as a who they really are, the better. Doing something as simple as taking the time to really get to know a potential partner will show a special level of care and commitment, that will probably make them more inclined to close the deal sooner rather than later.
Your Potential Partner’s Objectives Should Be #1
Just like the previous two tips, this one is much of the same concept. They already have an idea of what it is your company has to offer them, and they were interested enough to set up a meeting to discuss things further. So, do some more listening and learn what their own objectives are in regards to the partnership. By learning what they are hoping to gain from this new deal, you will better modify what you say, so that you can reassure them that you and your company have their desired objectives in mind, and will work to make sure they get everything they are hoping to gain from a partnership.
When it comes down to it, having a successful business conversation with potential clients revolves around doing a lot of listening. Your potential client should always come first, and you should always take the time to listen to what they have to say and learn as much as possible about them. Doing this will help them to feel like more than just a number when can lead to a more positive business relationship in the future.