How to sell to legal entities

When working in the field of sales, one often encounters the need to sell goods or services to legal entities. Companies can have a complex organization system, or consist of four to five people, but the sales pattern for them is usually the same. You must clearly follow it if you really want to sell a product or service to a legal entity.

Instruction manual

1

First of all, compile a database of companies that may be interested in your product or service. The database should contain the name of the company, contacts, address, as well as your comment and current status.

2

Start dialing. Each company, regardless of its size, has a staff member responsible for deciding on your issue, your goal is to find his contact details for direct communication. To do this, you can either ask the secretary about it directly, introducing yourself as a consultant, or find out indirectly by introducing yourself as a correspondent for a newspaper. The most important thing here is to break through the secretary barrier.

3

Having contacted the decision maker, do not rush to immediately present your goods to him. Briefly tell him why you are calling and ask for an email address in order to send a mini presentation. Immediately after you find out the contact email address, make an appointment.

4

You must come to the meeting, having previously prepared according to the specifics of the client. Think about the needs of this company. The best option would be if you build your oral presentation based on what the company needs here and now. Listen to the interlocutor to the end, remember that there is little information. The more the client tells you what he needs, the more reference points you will have to sell your product.

Useful advice

If you can’t get through to the organization, then leave a message on the answering machine that you will soon come to them for a mini-presentation of services.