How Can I be more successful selling to businesses?

I get this question all the time. And you’d be amazed at how many so-called business or sales professionals consistently fall short when it comes to closing deals with businesses.

First off, you’ve got to understand this: selling to a business is not the same as consumer marketing. It’s not just a numbers game about pushing out as many widgets as possible.

When you're selling to business decision-makers, it comes down to three core value drivers:

Can you solve a problem?

Can you help them make more money?

Can you save them money somewhere?

Sure, the pricing of services is different between B2B and B2C. But the distinction runs deeper than just cost—it's about the value exchange and strategic alignment.

Over time, I’ve developed a few key observations that I always return to. They set the tone for every potential business relationship and are the foundation I build from.

1. Understand the Customer’s Business Issues

If you don’t know what challenges your prospect is facing, you’re not only going to miss key opportunities—you’ll also come across as inexperienced and lacking credibility. Do your homework.

2. Verify the Right Targets

Time is a resource you can’t waste. If the person you’re speaking with doesn’t have decision-making authority, you’re spinning your wheels. Make sure you’re engaging the actual decision-maker.

3. Give Them a Reason to Take the Call

I get unsolicited calls and emails every day from people who know nothing about me or my business—and most of those go unanswered. But if someone takes the time to research, understand my challenges, and offer a meaningful reason to engage, I’ll pay attention.

In short: if you’re serious about helping me, show me. Give me a clear, compelling reason to respond, and we just might end up doing business.  Success comes from targeting intelligently, understanding real business needs, and presenting value-based solutions that motivate people to act.

How Omnispect Solutions Group Can Help

These recommendations are based on EJ Smith’s years of experience as an entrepreneur and international business executive. Through one-on-one training, seminars, and live events, our guidance can help build the foundation you need to succeed in business.

Give us a call at 302-205-5221 or email us at info@omnispectsolutionsgroup.net to discuss your goals or challenges—and we’ll deliver a tailored, cost-effective solution to show you why contacting us was a GREAT option.