Having a B2B business means focusing your attention on a very well-defined segment of industries and positions. Having a defined profile depends on whether the leads your sales team receives are really qualified and thus increase the probability of achieving a sale closure. But how can you increase your sales closure taking into account the needs of your B2B business? We are going to give you three keys that will ensure an increase in B2B sales . Let’s go!
To start talking about the keys to closing B2B sales, you need to keep two important things in mind:
1. Companies that focus their attention on the customer have better results in competitiveness.
2. The way customers buy has changed in recent decades
Companies that carry out a customer-centric strategy report whatsapp number list higher profitability by up to 38% according to a study by KPMG Mexico , as they are more successful in sales. Focusing on the customer also implies understanding that the current figure of the customer is not passive in commercial relationships . This means that potential customers are multidimensional, informed and expect to be an active part of the purchasing process and that their needs, desires, and context are understood and that value is provided to them.
Working with a focus on a customer
Whom we know and to whom we provide value. I is the the knowledge base of these enterprises backbone of B2B sales . The point of interest is to build long-lasting relationships. O supported by the understanding of potential customers. E their desires, expectations and needs.
Of course, in order to close B2B sales, it is also important to understand what they are and how they differ from B2C sales. B2B sales processes share elements with those of B2C sales, but the sales team must adapt to the type of client.
What are B2B sales?
Strategies focused on a corporate client are known as bw lists B2B sales . It is an abbreviation of the expression business to business , which translates from English: company to company or corporation to corporation. The central idea of B2B sales is to maintain commercial relationships for the sale of products and services between companies.
To carry out commercial relations between companies, decision makers structure plans with the areas in charge or carry out direct negotiations with the management of client companies. Everything depends on the internal structure, the sales techniques used, the products and services they market and the type of potential clients with whom they do business.
The type of client is taken into account
as corporate clients require different sales techniques than those usually used in business-to-customer sales, better known as B2C sales . Corporate clients require a more structured sale to the point of requiring a specific salesperson: a B2B salesperson . Later on, we will delve into what a B2B salesperson is and what qualities they should have .
