Selling More
Selling to Used and Waste Oils Businesses
As the market recovers, used and waste oils businesses are gradually bouncing back from the market slowdown and are once again poised to invest. For business sellers prepared to compete, used and waste oils businesses offer a dependable channel for sales and revenues .
New technologies and innovative sales techniques have value. But in a B2B sales environment, they may be less important than other critical resources.
Good sales teams combine personal motivation with a set of tools that equips them to meet the challenges of sales cycles that target used and waste oils businesses. Whether you're a new business or an established industry presence, here are a few of the tools you need to have in your toolbox.
Research the Market
Start with good market research, which is a prerequisite for profitability in this industry. High volume sales teams conduct thorough research on market demand, pricing and niche opportunities.
More importantly, they conduct research on the specific used and waste oils businesses that they want to add to their customer roster.
Since relationships are an important part of the selling process, meetings with used and waste oils businesses leaders and their staff often form the backbone of the sales cycle. These meetings can also provide information that can improve your competitive position.
Role of Owners & Managers
Owners and managers are active players in selling to used and waste oils businesses. Front line visibility is essential for large accounts, but your sales team can benefit from occasional field interactions with the owner or sales manager.
By periodically accompanying your reps in the field, you earn their respect and gain insights about your customers.
Message First, Targets Second
Messaging is a fundamental component of sales. Confused messaging dilutes the sales cycle and makes it difficult for prospective customers to discern the value of your products.
Whenever possible, the identification of key messaging should be incorporated into a comprehensive planning process that combines sales and marketing into a single, unified strategy.
The next step is to narrow the field to the contacts who are most likely to respond to your messaging. Although lead generation techniques are diverse, lead lists can be a useful resource for generating a list of prospects that are receptive to your messaging. Vendors like Experian specialize in providing targeted lists of used and waste oils businesses that can be customized to your precise specifications.
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