Selling To Small Business
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© Rob Delory
Description
This podcast is meant for salespeople in any size company or business owners wanting to learn how to sell to small and medium sized businesses. The topics discussed can apply to almost anyone in sales or marketing, but my years of experience have given me insight into the process and mindset of the SMB space.
I am Rob Delory and I am a professional salesperson. For the last twelve years, I worked for digital marketing agencies selling SEO, PPC and Web Design. I have had literally thousands of conversations with small businesses and I am here to share my experience.
I am Rob Delory and I am a professional salesperson. For the last twelve years, I worked for digital marketing agencies selling SEO, PPC and Web Design. I have had literally thousands of conversations with small businesses and I am here to share my experience.
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Today we are going to discuss an enormous time wasters.
One of the steps in the sales process I wish I had been better at when I first started out was Qualifying prospects.
Let me tell you about a term thrown around in larger companies, it is called BANT.
Budget
Authority
Need
Timeline
Here is how I have been qualifying for years. 3 simple questions I ask myself.
Do they want us?
Do they need us?
Can they afford us?
I think this is a better fit for small business, especially if you are doing your own prospecting.
Hello and welcome to the selling to small business podcast.
I am Rob Delory, your host, and I look forward to talking with you about everything related to sales.
I am not here to be your motivational speaker.
What I am here to do is talk to you about skills, techniques and sharing stories from my experience so you have the confidence to go out there and sell.
So give me a listen and I hope I can help you to close more business.
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