"The process of business to business sales is supposed to be about a salesperson analyzing a business's problems in a particular area, and presenting solutions to solve those problems. However, the sales methods taught by today's companies - and even most books and seminars - foster exactly the opposite environment,"
The issue at hand, he explains, is that modern sales training processes include a series of steps that induce sales resistance at every point along the way.
"A sales interaction usually begins with a cold call, which induces instant sales resistance. Before an initial appointment takes place, a prospect already has his defenses up in preparation for it, resulting in frivolous 'token' objections that the salesperson must overcome. The scenario continues to play out at the second, or proposal, appointment, where a prospects's defenses are in place in preparation to fight off any hard closing tactics that may take place."
Rumbauskas doesn't have all bad news, though - he says things don't have to be this way, and that business to business sales interactions can easily take place with an air of cooperation on all sides.
"A salesperson who uses intelligent self-marketing methods like online marketing or social media gets prospects to approach them rather than intruding on prospects with annoying cold calls. This sets the stage for a mutually beneficial business transaction that is marked by cooperation. When things start out on the right foot, the entire process plays out as a low-stress, enjoyable process for all parties involved. The salesperson gets a sale at a fair price and a good commission, the customer gets the appropriate solution to solve their business problem, and there is no buyer's remorse after the fact."
In his sales training programs, Rumbauskas asks salespeople to take an honest look at how they're conducting themselves, and to put each and every one of their sales activities into a context of conflict or cooperation. "Most salespeople are shocked to learn that they're really their own worst enemy when they view their conduct through this filter. This opens their minds to fully understand why most modern sales activities, and cold calling in particular, work against salespeople and makes business to business sales much more difficult than it needs to be."
For more information on how to sell to businesses without cold calling and other self-defeating sales activities, readers can download a free 37-page PDF preview of Frank's selling system at http://www.nevercoldcall.com
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NeverColdCall.com, home of the best-seller 'Never Cold Call Again' has taught tens of thousands of salespeople to stop cold calling forever and start selling instead! For a free 37-page PDF report visit http://www.nevercoldcall.com