In order to change your sales strategy, maximize the effectiveness of B2B sales methods, and deprive your competitors of any chance of success, you need to get rid of the most common mistakes. And you need to start right today. Let's try to understand these mistakes. There are only 6 of them, but they lead the company to a deplorable state. Most likely, among them there will be some that are made in your company.
Sales are low
There is no denying that it is much easier to contact the head of the purchasing department or the purchasing agent than a senior manager. In this case, you do not have to waste time waiting in the reception area and hoping to get access from the secretary. But no lower-level buyer has the authority and budget that would allow him to make a purchase decision on his own. In general, you can hear nothing from them except refusal.
No B2B sales methods iran email list will bring results if you continue to work at a low level. You need to learn to arrange meetings and negotiate only with senior managers. Start following the rule: establish contact only with those people who make the decision to buy.
Information only about the features and advantages of the product
Potential customers used to be very interested in information about the features and advantages of a product, but that time has passed. Today, business is focused on results. Therefore, customers are concerned about what they will get in the end and how your product will change the current situation. In general, the buyer wants to understand how you can solve his problem.
Therefore, you must set your priorities correctly and focus the client's attention not on the features and advantages, but on the practical value of the offer and the possible results that the company will achieve by starting to work with your product or using a certain service.
A commercial proposal consisting of a single position
One of the biggest mistakes is developing a commercial proposal that includes only one product or service. In this case, B2B sales methods lose their effectiveness.
First of all, such an offer does not provide the context that encourages the customer to conduct a comparative price analysis to understand the value of your offer.
The next reason is that customers who want to invest in the highest quality solution are not given the opportunity. A commercial proposal should consist of at least 3 positions: the simplest and cheapest solution (but one that solves the customer's problem), a mid-price solution, and a premium option with the highest value. This approach will allow you to increase both the number of transactions and the average sales amount.