B2B sales occur between organizations. In contrast to B2C deals that happen very frequently and do not require extensive planning, B2B sales can take even up to a year. However, the rewards that B2B sales reap are much higher than B2C deals.
In order to churn out desired results at a faster pace, companies need to know the right tactics for longer sales cycles – B2B dealings. It is crucial to understand techniques that generate massive sums of revenue for the organization. To help develop trust between both the organizations, we have compiled 7 B2B techniques in this list that a business should use to robust its revenues.
1- Research the Prospect
Knowing your prospective customer beforehand is always advised by sales marketers. This B2B sales technique has been tried and tested countless times and can seamlessly robust your sales.
Researching about the potential client aids in closing more sales successfully. A logistics company might be least interested in, for instance, electrical wiring. So, a business should already have done its research on the customer. What is of their interest that we have to offer? Are they facing any challenges? Is there any pain point of theirs that only we can solve? Through learning the customer pain points, a business has higher success chances and is more capable of driving sales instantly. Moreover, a business should study the competitor’s offering in the segment to present itself as the most efficient solution provider.
2- Prepare Tactile Negotiation Technique
An organization needs to maximize its returns, but that can only be accomplished when they have the tactics to get it done rightly. The negotiation skills must always be better than what everyone else would have. Mastering the negotiation is when both parties, buyer and seller, come to a mutually beneficial agreement. Such negotiation is the actual sales win that makes the client think he’s at benefit while the business doesn’t have a bad deal at all. Harvard claims that you need to have a sales anchor on which the entire discussion will revolve around.
Furthermore, losses should always be highlighted more than the gains to the other party. What would they be missing out on if they do not, at the spot, buy your product? The concerns of the buyers must be addressed immediately; the advantages should follow afterward.
3- Deliver VALUE
There is always something that sets a business apart from the competition – USP. We at Gurland see the USP as the way a business delivers value to its clients. Though value is an intrinsic term, value is critical for a business to deliver and desired by a customer.
In Josh Kaufman’s “Personal MBA,” he stresses this same B2B technique that can be helpful in making sales robust. From processing the order to managing and delivering the product, troubleshooting, and even customer support, a company must deliver value to the buyers. It is imperative to remember that in business to business, you’re always looking for long-term clients. Thus, an organization’s performance should always satisfy your customers to initiate a purchase.
4- Selling With Integrity
Integrity in business might sound like an irrational approach. But the whole point is to remain honest while being diplomatic on the side. Promise and deliver the true value, but convey it in a way that the prospect thinks of your idea as if it’s for their benefit. It is a very simple phenomenon that is proven to be effective in B2B sales.
If a business takes the customer’s money but doesn’t deliver the promised value, it’ll lose customer’s trust, decrease repeated purchases, and eventually bad word of mouth. Trust needs to develop on both sides to take the deal to its fruitful and advantageous end. By doing so, a business will also result in having returning clients for the future.
5- Map Out the Buyer’s Journey
Gartner claims that in B2B sales, organizations spend only 17% of their time in meeting potential selling organizations. The remaining 83% is spent doing either online or offline independent research, or meeting with buying groups, or something else related to the matter.
Buyers now have just way too many options to choose from in this era of overload. 77% of B2B buyers, according to Gartner, state that they’ve had their latest purchase to be very complex. So the sellers have to map how buyers get to them, as now the deal’s in the buyer’s hands. This can successfully be implemented as a B2B sales technique.
6- Qualify Leads
Leads are businesses that have the prospecting ability to fulfill a buying organization’s needs. What should always be considered, though, is how a sales lead should be qualified. A qualified lead is when a business heads up to direct a sales pitch to the prospective client. However, not every prospect is a qualified lead as it requires keen attention and an efficient approach.
Suppose a selling organization dials up a prospective buyer, but the person in contact with the sellers does not have the authority to initiate the purchase. The wisest decision, in this case, would be to take the details of someone who actually can start the process of the purchase. This process then forwards to keep getting information from that relevant person of authority. This would be a qualifying lead and an example of a good B2B sales technique.
7- Avoid Being Nearsighted
Theodore Levitt came up with the idea that growing organizations working in industries would want to produce something in order to gain some quick returns or some easy sales. However, in such cases, they would end up falling hard. The reason behind the scenes is either the buyer isn’t interested in purchasing the product, or the buyer doesn’t appreciate the pushy sales behaviour.
The solution to both of these scenarios is that sellers need to be aware of their consumers’ demands, needs, and wants. Moreover, the temptation to close a deal is not the best way and results in losing sales. A business should focus on recurring its revenues by leaving the customers happy and satisfied. This B2B technique ties in well with the first technique on this list.
Key Takeaway: Revamp Your B2B Sales Graph with Gurland-Suggested Sales Techniques
Businesses tend to long over B2B sales to ensure long-term growth and sustainability. Now, B2B sales are diversifying; it has become more complex than ever to mark sales efficiently. Businesses must remain proactive to attract and inform the customers in the most appropriate manner. For which, Gurland recommends following proven and research-backed techniques that soothe the B2B sales game.
To sum all these B2B techniques up is that the seller has to have integrity. The buyer’s satisfaction must always be considered. Buyer’s background and their needs should be noted and then tactfully be negotiated with them. A business should not fall into nearsightedness in order to keep selling what a customer isn’t interested in buying. Always keep qualified leads under the radar!