How do you find out how businesses want to be sold to?

Hey Joe can I suggest you approach this in a different fashion?
Before I do however let me congratulate you on having the courage and intellect to make this decision. It is not easy leaving what you know.

Now for the shift.
You won't be selling to businesses, you will be selling to people just like you or me.
Don't be intimidated by "the business" just think of the guy/gal that makes the decision and what makes them tick.

Now in regards to the niche, you are currently an experienced welder correct?
That means you could if you wanted to recommend equipment and supplies in welding to someone like me that knows nothing about it or even someone that is experienced at it and we would both very quickly see you were genuine and knew what you were talking about and we would likely take your recommendations.

That is where you need to get with what you will be selling now.

As far as how to know how to sell to different businesses I assume you are talking about how to identify if they are good prospects for the product? If that is the case your new employer should be able to assist you with that and once you have some of the basics down there are many on here that will help you with strategies on reaching more of them or identifying more that fit the same criteria.

Hi Joe....you sound very positive and that is key in sales

"Your attitude determines your altitude" <grin>

JMO - soak up all the info from the company, really learn the "products" you will sell.
Hopefully they will provide you with leads and also teach you how to get the sort of leads they are looking for - that is really key. Be sure to learn their exact parameters - what sort of customer are they looking for?

By learning exactly what they want and what their services and products are geared to will help you avoid "spinning your wheels".

Take advantage of any training opportunity, sales material

Since this is biz to biz, I would suggest you get into "networking"....find some local business networking groups - maybe a biz breakfast group, happy hour group and go out with your cards and get other's cards then follow up
Talk to your sales manager about networking opportunities. Also, if your new company participates in any events, expos etc be sure to "volunteer" to work the booth. Great way for new salespeople to get a head start

Good luck and congrats on your new opportunity

Thank You Very Much Peter and FreebieQueen1999!

This is so early into this job happening that I think by the time it does, I will be able to show the sales team that I am the right fit.

I just started to study for a recommended certification of the Comptia A+ exam.

I will be dividing time between that and sales training. I should mention that I picked up Jason Kanigan's courses.

I know from reading his posts here and the help received by you guys and any other help here, I will be in very good hands.

I eventually, or should I say that, when I first got this idea, I wanted to be an IT technician.

I could start out at this company in the warehouse but I would take a serious pay cut and I can't do that at this time. This sales/telemarketer job is being offered by the owner of the company as my way in because other than the warehouse jobs, I'm just not qualified for any of the other jobs available(Tier 3 engineers mostly).

I have a very strong feeling that once I get into sales, I'm going to like it. It will be a huge difference from all the other skilled labor jobs I have had.

I know I should concentrate on one thing for now but the certification I feel would tie right into everything I need to be able to speak "computer talk" during sales attempts and the first necessary certification to progress to an IT technician if that's where I head.

In a nutshell, that is my situation and I appreciate all the help I get from reading this forum.

Thanks Again All,

Joe

I still work at least an 8 hour work day so my responses may seem a little far apart.