Tips for Business-to-Business Selling

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When selling to a business, it is vital to know who the key decision maker is within that business. This decision maker may be an individual, or in the case of a company's board, a group of people. The greatest mistake a salesperson can make is to spend all of their time selling themselves and their product to a person within the business who has very little input into the actual decision.

If this is the case, then the real decision maker will make a decision without having met the salesperson, meaning they will probably decide on the written proposal alone. This significantly reduces the ability of the salesperson to influence the decision.
Relationship Selling

Because of the size and complexity of most B2B sales, once the key decision maker has been found the salesperson must be prepared to spend time building a relationship with them.

When selling to a business the value of the sale is usually far higher than when selling to an individual. Obviously there are exceptions, but normally in a B2B selling situation it involves amounts in the thousands rather than the hundreds. Sometimes the sale is worth hundreds of thousands.

[royle]

Hi

1.Listen well. Let your B2B customers talk, so you can learn their needs and determine how your products or services can help them.

2. Learn as much as you can about your prospects’ industry. You may come up with ideas to help them that they haven’t thought of before.
3.Make yourself a part of their team. Demonstrate that you are there to help them increase their bottom line.
4.Emphasize the benefit of your products or services. Show how you can help customers cut costs, increase profits, or beat the competition.
5.Follow up. Keep customers coming back by making sure your products or services work well for them. If not, show concern and fix things cheerfully.

[kally00]

#One of the primary keys to successful cold call selling is to remember that phone sales is all about the numbers game. So when you make your sales phone calls to businesses, almost all of your prospects will fall into one of three primary categories.

#PERSISTANCE AND FOLLOW THROUGH
Sometimes "No!" really means "Not right now" . By observing proper phone etiquette you open the door to not just cold calling, but to actually establishing a warm relationship over time that may evolve into a profitable customer. It has been long said that it can take as many as '26 Touches' to turn a cold prospect into a customer. Many worthwhile new customers will take a long time to nurture before trust develops by timely follow up and a relationship can be established. However remember - it all starts with a cold sales phone call.
#STRATEGIC POSITIONING
Your prospect will decide within less than 5 seconds of speaking with you whether or not they are willing to listen to your sales pitch. If you earn the right to pitch them, then you have less then 30 seconds to communicate your value. This doesn't mean that you should talk faster, it means that you should speak more effectively. Have your 30 second sales pitch ready to roll before you start calling. Your pitch should be no more than 2 or 3 short sentences. Sell the BENEFIT of what your product or service does, not the product itself and how yours provides a unique value.
#SELL THE APPOINTMENT, NOT YOUR PRODUCT/SERVICE
Remember that most people will not buy from you over the telephone, or at least on the first phone call.

[jhoan]

Hi

Business-to-business (B2B) describes commerce transactions between businesses, such as between a manufacturer and a wholesaler, or between a wholesaler and a retailer. Contrasting terms are business-to-consumer (B2C) and business-to-government (B2G).

Thanks

[smith31]

Hi

When selling to a business, it is vital to know who the key decision maker is within that business. This decision maker may be an individual, or in the case of a company's board, a group of people. The greatest mistake a salesperson can make is to spend all of their time selling themselves and their product to a person within the business who has very little input into the actual decision.

If this is the case, then the real decision maker will make a decision without having met the salesperson, meaning they will probably decide on the written proposal alone. This significantly reduces the ability of the salesperson to influence the decision.
Relationship Selling

Thanks

[haynes]

Hi

When selling to a business, it is vital to know who the key decision maker is within that business. This decision maker may be an individual, or in the case of a company's board, a group of people. The greatest mistake a salesperson can make is to spend all of their time selling themselves and their product to a person within the business who has very little input into the actual decision.

If this is the case, then the real decision maker will make a decision without having met the salesperson, meaning they will probably decide on the written proposal alone. This significantly reduces the ability of the salesperson to influence the decision.



Thanks

[jules]

All statements are quite true about B2B market. Most importantly, not only getting insights about customer centric metrics, one should also look after the market trends as well. This will help to increase customer base and trust into online marketplaces. B2B platforms are such a medium which have revolutionized the operating costs of business promotion and advertising.

Ultimately, it's great stuff to know about your business needs and consumer behaviour. Will have regular visit for new updates.

[peter31]

Hi

5 Tips for Business-to-Business Selling

1. Listen well. Let your B2B customers talk, so you can learn their needs and determine how your products or services can help them.
2. Learn as much as you can about your prospects’ industry. You may come up with ideas to help them that they haven’t thought of before.
3. Make yourself a part of their team. Demonstrate that you are there to help them increase their bottom line.
4. Emphasize the benefit of your products or services. Show how you can help customers cut costs, increase profits, or beat the competition.
5. Follow up. Keep customers coming back by making sure your products or services work well for them. If not, show concern and fix things cheerfully.

Thanks

[zigma]

When selling to a business, it is vital to know who the key decision maker is within that business. This decision maker may be an individual, or in the case of a company's board, a group of people. The greatest mistake a salesperson can make is to spend all of their time selling themselves and their product to a person within the business who has very little input into the actual decision.

If this is the case, then the real decision maker will make a decision without having met the salesperson, meaning they will probably decide on the written proposal alone. This significantly reduces the ability of the salesperson to influence the decision.