As a business owner, you know that selling to other businesses is tricky, to success in B2B business; you have to entirely unique approach from direct-to-consumer selling.
Personal selling is a method that personalizes and humanizes the selling process. Companies use it to get higher profit, as personal selling is most commonly used for business-to-business (B2B) selling, although it’s also used in retail and trade selling, too.
Personal selling is highly effective as it allows for personalized communication with your potential customers and it gives your sales team the chance to answer any question or objections potential customers may have.
The term B2B sales refer to business-to-business sales instead of selling a product or service from business to consumer, which is needed a higher cost and longer sales cycles.
Elements that you should consider to ensure a successful B2B sales process:
Conduct market research to understand the current state of demand for your offering. Get clear on who your competitors are in your segment, and familiarize yourself with their techniques and strategies to understand what messaging your prospects are hearing from other sources.
Determine your ideal buyer persona to identify what companies fit your ideal buyer persona. In addition to considering what your prospects sell or offer, be on the lookout for contextual information about how the business is progressing.
After recognizing your potential customers, you have to map out the buyer’s journey, how they will purchase your offers and try to communicate face-to-face, to answer the customer’s questions or objections and build trust with the customer, which is something you can’t establish over the phone or email.
Close the deal, if the end result is a sale, now is the time to facilitate an agreement outlining the termination payment will be exchanged for the product. But if the end result is not a sale, thank the prospect for their time and offer to stay in touch to support any needs they have in the future, as in business "no" is simply a "not right now".
Finally, High-performing sales teams are constantly measuring the results of their processes to improve. When you are regularly measured and striving to improve the results of your organization’s B2B sales metrics, you and your team are able to improve productivity and overall performance.