Customer Processes in Business-to-Business Service Transactions
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Optimizing your B2B sales process translates directly into more sales and more revenue. Think about it: the better you get at presenting your product and engaging potential clients, the more deals you close, increasing sales and your bottom line.
Business to Business: What Is B2B?
With some practice and distillation, you can craft a lucrative B2B sales process. As stated before, the success of your business can be directly tied to the effectiveness of your B2B sales process. Invest time into practicing these five steps to refine your B2B sales process:. This step is easier now than ever before with the availability of business information online.
What is C2B?
Because you know your product better than anyone, you also know which businesses need your product. Do your homework and become familiar with the industries and businesses of your potential prospects.
Once you understand who you are trying to sell to, you can reach out and attempt to set up a meeting. As part of your research, you can also use our org chart templates in Lucidchart to map out organizations and determine the champions and decision makers who will help you close the deal.
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Your job then is to determine if the prospect has already engaged with the sales process, and if so, how far along are they? Never assume you know something about your prospective customer — always ask.
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People like to talk about themselves and their business, so let them! Keep track of the meetings you have and the information you gather from prospects in a customizable diagram from Lucidchart. The trick here is to teach without mentioning your own service or product. It may sound and even feel counterintuitive to give away information with no expectation of something in return, but remember, you are trying to establish a rapport. Offering up a no-strings-attached tip shows you genuinely want to help and care about more than just getting the sale.
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Approach this process of qualifying the customer with some help from the GPCT methodology:. Identify what goals the prospect is trying to achieve, what plans they have to achieve their goals, what challenges may be preventing them from reaching their goals, and when they want to achieve these goals.
Introduction to E-Commerce Technology in Business
The more you understand about your customer through these qualifying questions—and the better you demonstrate how your product or service assists the prospect in fulfilling their goals—the closer you will get to making a sale. But even the best-laid plans can have shortcomings. From the Back Cover Services cannot be produced without the participation of the customer. About the Author Dr.
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