The 7 Myths of Selling to Smaller Firms

Hi readers,

Forget G-15, Forget OECD countries, Forget the mature, developed economies of the Western Hemisphere, the future belongs to the newbie emerging economies.

The BRICS and MINT are the way to go!!

BRICS- Brazil, Russia, India, China, South Africa/ MINT- Mexico, Indonesia, Nigeria, Turkey

Do you know what is largely driving these economies even in these trying times?

An entrepreneurial spirited, and driven, SMB segment! Yes, these economies are largely fueled by small and medium firms that are driven by first generation entrepreneurs,  often betting their own financial resources to chase their dreams…

The SMB segment is fast emerging as a focus for major B2B focused businesses across the globe.

B2B businesses who wish to successfully convert SMB clients often find it challenging to generate traction and business in this fast growing segment and for lack of a comprehensive understanding of this segment, and its long term business implication in their business eco-systems and respective economies, they often lose out.

Sales reps who have had qualified successes while working with larger firms , often use myths to justify their lack of success in the SMB segment and thats where they need to revisit their sales process when working with SMB clients..

Selling for an SMB can be challenging, especially if you’re used to working for a larger firm.  There’s usually not much in the way of sales support, and people often end up doing multiple jobs. All of that is manageable, however, providing you have the right attitude about your job.  This RIGHT ATTITUDE is best explained by mentioning the 7 myths that hinder your sale to the SMB client, and what you need to do to redress this and succeed!!

  • Myth #1: Prospects won’t buy from us because they’ve never heard of us.
  • Truth #1: It’s an advantage when prospects lack negative preconceptions.

 

  • Myth #2: Prospects won’t buy because we’re new in the business.
  • Truth #2: Prospects are always interested in something new and different.

 

  • Myth #3: We can’t compete because we’re only a tiny handful of people.
  • Truth #3: It’s an advantage not to have a bureaucracy to weigh us down.

 

  • Myth #4: Customers won’t buy because our product is new in the market.
  • Truth #4: In today’s world, true innovation is (almost literally) priceless.

 

  • Myth #5: An enterprise CEO can’t possibly be interested in speaking with us.
  • Truth #5: It’s in a CEO’s best interest to learn what we’ve got to offer.

 

  • Myth #6: Prospects are asking us to do a lot of work to get their business.
  • Truth #6: We have the right to ask for major concessions in return.

 

  • Myth #7: Big companies have more resources, so they’re likely to win.
  • Truth #7: Big companies frequently bite off way more than they can chew.

Lets get us some SMB business now!!

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