B2B sales, meaning selling not to end customers but to companies, has its own specifics. Compared to B2C sales, B2B sellers must usually convince not only one individual but often pass through an entire selection procedure for a new supplier or sell their solution to a committee of people. How can one become a successful B2B salesperson and acquire lucrative corporate clients? Here are seven of the most important tips.
This list is based on a LinkedIn Pulse article.
Build long term relationships
In B2B sales, good relationships with client representatives are absolutely crucial. You will not become a successful B2B salesperson overnight. It requires long term and patient cultivation of friendly relationships with key players in the market.
Understand the decision making system of the company as much as possible
Every company has a specific decision making process. Before submitting an offer, find out how decision making works with the corporate client in question and adjust your offer to that process.
Remember that in the end it is still people who decide
Many people believe that B2B sales are not about emotions, but about numbers, ROI, and hard data. In reality, however, you are selling your solution not to companies but to people, even if they represent a company. Appeal to these individuals on a human level and you will find that selling to the company as a whole will become much easier.
Do not forget about personalization
Even in B2B sales you must not underestimate the necessity of adapting your solution to the specific needs of the client.
Use modern technologies and do not let the client think your solution is outdated
Companies want to keep pace with the times. They want to know that the solution they are buying is modern and not falling behind what modern technologies offer. Therefore consider how to implement elements such as automation or artificial intelligence into your solution.
Offer long term sustainable solutions
In the vast majority of cases companies are not looking for short term or one off solutions. They seek long term solutions that they can rely on. And that is what you must provide.
Identify the client’s priorities
Just as in B2C sales, in B2B sales you must first determine the client’s priorities and what exact problem they want to solve. Only then should you offer them a solution.
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