B2B (business-to-business) sales have some specifics. Anyone working in sales for more than a few years, usually knows the B2B sales sphere particularities. But that as it may, we think it will definitely be worth it remember the most important aspects.
In particular, B2B sales are distinguished by the fact that there is a phrase “A man buys a man“. While it would seem that it should be the other way as B2B sales is precisely the selling for businesses, but this segment of the dealings are usually large amounts. And how to sell large amounts? Certainly not by telemarketing. Telemarketing can be a way to sell small amounts or for existing customers who are highly trusted in you, and make the appropriate extra sales. However, when it comes to true B2B sales, where walks large sales contracts, where you need several times to arrange the meeting with a potential client, that he would decide to buy from you or not, it is quite strongly influenced by the person presenting the product or service.
Another important aspect of B2B sales is the image of the market. If a company that does not have the image of the market, trying to sell their goods or services to other businesses, it is very likely that sales will be hampered, because if there is no image, there is no trust.
B2B sales influenced by personal contact with the customer. If a personal relationship with the customer is not so good, it is likely that B2B sales will take much longer than normal, because the B2B sales is very important for confidence.
It is also very important B2B sales and dealer details: language, clothes, what presentations sales manager uses, or has the necessary experience in projects, which presents and so on.
Do not forget even the smallest detail, such as business gifts. The man to whom you are giving a gift is often just an employee, and after receiving it, it’s easier to take a decision to buy from you your products or services.
In addition, in B2B sales there is important to have an affiliate network. Each partner is like your potential client in the future, or a person who can recommend your work to others, so if you have the opportunity, grow your network of partners.
In addition, B2B sales is very important to carry out the service and after sales services of good quality, as if the customer is satisfied, it can buy you a lot more, or recommend to its partners, who will allow you to easily expand your customer base.
If you want to learn or improve all B2B sales particularities – please contact us and we will help you achieve more B2B sales.