Understanding Key B2B Sales Techniques
As you'd expect, the particular set of selling techniques needed to achieve successful B2B sales differs from a commercial B2C audience. Some of the key factors that support solid B2B sales techniques include:
Accurate identification of the decision-maker.
This may be more opaque when selling to a business. In a typical firm with 100 to 500 employees, an average of seven people is involved in most buying decisions.
The nurturing of longer relationships.
Typically a longer sales process can be expected when selling B2B. As a result, salespeople need to apply sales techniques that establish and maintain a strong connection with the prospect.
You understand the unique motivation of your buyer.
Research shows that more than 70% of B2B buyers fully define their needs before engaging with a sales representative. Almost 50% identify specific solutions before actively reaching out to a rep.