It is no secret that selling to other businesses requires special skills. And if you do not see B2B sales as they are, you will never succeed. B2B sales are high sales that require a whole new approach compared to direct sales to the customer.
Properly covered, it will withstand a great deal of adverse conditions. The following 8 sales strategies are practical tips from experts who have consistently large and successful B2B sales. By implementing these customer-centric tips, you can create an approach that will help you drive more B2B sales.
1. Go straight to the key decision makers
Most businesses put their buyers and purchasing managers at the forefront of the buying process, but in reality they are not the ones who have enough authority to make purchasing decisions. This is why most successful B2B marketers go through these people quickly and go directly to the key decision makers.
Do not waste your time building relationships with buyers or shopping managers, no matter how persuasive or comfortable these relationships are; They do not have enough budget or power to actually invest in your product or service. Instead, divert your thinking to good things in life, such as high-end stocks, because they have the budget and the power to say yes to you.
2. Sell real business results and outputs
Businesses are not interested in your product or service, they are looking for results and outputs that you can help them achieve.
In the past, salespeople could have succeeded in B2B sales by introducing the features and benefits of their product, but today this is not possible. Now if you want to succeed in B2B sales competition you have to focus on tangible results and their impact on business revenue.
3. Be completely clear about your value proposition
If you are going to do multimillion dollar business, you need to be prepared to make your value proposition quickly and clearly. Many B2B sellers fail only because sellers can not clearly articulate what sets them apart from other competitors. This is a key to success in big business, and it helps you make more profitable sales than ever before.
4. Meet the key decision makers face to face
We’ve already talked about selling directly to key decision makers and getting past buyers and purchasing managers. Now it’s time to explain how to sell your product to these decision makers.
The answer is simple: Sell the product to them in person whenever possible. Get on a train, get on a bus, book a flight or drive for a few hours. Do whatever it takes to meet the main decision maker face to face in any business you are going to sell to.
When you sell expensive products or services that require a lot of investment, you have to travel long distances to meet your potential customer face to face. Many of your competitors are trying to make a B2B deal over the phone. A quick trip can make the difference between winning a sale or losing it.
5. Do not go below your initial price
Successful businesses do not care about your price, in fact they only care about the value you give them and the results you help them achieve. If you lower your price when selling your product to businesses, you are only attracting potential customers who cannot invest in worthwhile solutions.
To improve B2B sales, do not go below your initial price, this way you will see that you are doing bigger sales and finding better customers.
6. Examine the challenges carefully
Examine carefully what happens in the business you want to sell to. What major problems do they face? How much do these challenges cost businesses on a monthly basis? What is the annual cost?
Answering these questions can advance your B2B sales strategy in a way that is more profitable than you think, just as easily!
7. Control your emotions
Selling to successful businesses is hard work. Dealing directly with powerful decision makers in these businesses is even more difficult, which is why one of the key tips in B2B sales is emotion control. Do not over-personalize issues. Keep calm and do not be afraid when you encounter a strong customer. If they feel that you are anxious or scared, you are done.
8. Offer three options in your B2B offers
Offering only one option in the offers you make to B2B clients is a fatal mistake. If you do this, decision makers will be determined to navigate the market and find better, more affordable options and different services.
Instead, divert your thinking to good things in life. Let them choose for themselves which option is best for their budget and best meets their needs. What will surprise you is that many of them will choose the most expensive option.
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