As you may have notic! there are some differences between the B2B sales process and those made to direct customers. Learn about some of the particularities of this business model.
Cost-benefit bas selling
In the B2C (Business to Consumer) market! it is common for a customer to make an emotional purchase! bas on the salesperson’s service or excitement about a particular product.
In the sales process between companies! negotiation is more complex and rational. A company will not buy a product just because the salesperson is friendly or the service is good.
The salesperson will ne to know
The advantages of the product or service! purchase price! operation! guarantees! durability! quality of technical assistance and the possibility of profit from using the equipment. Therefore! the salesperson nes to have in-depth knowlge of the product.
Presentation of add value
The sales process takes longer and nes to meet the how to check if the internet speed matches the contract? customer’s expectations. Therefore! the salesperson nes to present the benefits of the product or service and highlight how it will solve the company’s problems.
In this way! the commercial value is not bas solely on the cost to develop the product and the company’s profit margin. But on all the solutions that the item offers to the market. For example: if a certain product has more advantages than its competitor! it can be sold at a higher price.
Ne for humaniz care
B2B sales require a specializ team to provide customer service and improve business relationships. In this case! professionals ne to have a very good understanding of the company’s market! the profile this type of activity causes the team to waste a lot of time of buyers and the nes of customers (companies).
For example: if a director What are the essential of a corporation twd directory calls because the team is having difficulty performing a procure with a certain machine! the company that sold the product nes to provide fast and humaniz service.