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The B2B Consultative Selling Approach

posted by Margaret Spencer on August 3, 2017

The B2B Consultative Selling Approach

Peoples’ way of buying have dramatically changed over the years. In the past, buyers had to approach the seller early in the sales process in order to research information for their purchase. The buyer needed information and the seller had it. Seller had the power to influence the sale as they come back with more information for the buyer. However, this does not settle well with buyers. Things are different now. Sellers can no longer leverage information since buyers can research their product online, read product reviews, get pricing or even talk to resources regarding their experience with the product or the company service. In fact, a recent study revealed that before contacting the seller, B2b buyers are already at sixty percent to ninety percent through their purchase. With the buyers having the upper hand in the buying process, pressuring them is futile. Correspondingly, with buyers wanting to buy but does not want to be sold to gave rise to a consulting approach. This approach is  more on teaching rather than doing a sales pitch to the buyer. It’s more on listening for opportunities to help, teach and delight the buyer.

This kind of approach certainly bode well with buyers and have been effective. Here are six helpful tips to increase effectiveness on this approach:

  1. Gather information.
    Research is very important element for selling, knowing what you are selling and familiarizing with what you or your company offers in order for you to give a brief introduction to your buyer. Also, research is very necessary for the following five more tips to work.
  1. Ask the buyer.
    Being a consultative line, it is also important that you ask the buyer. Regarding what has been listed, or simply repeating what the mentioned preferred service or product that the buyer wants. Questioning acts as a very handy sales tool.
  1. Listen carefully.
    Once you ask, then you must also listen. This helps you remember what to repeat when asking the buyer and also helps the buyer feel understood and taken care of. Also focus on the points of what the buyer is saying.
  1. Teach the buyer.
    Enlighten the buyer by educating them. What the buyer wants might not necessarily what he or she needs. Avoid mentioning your product or service. You’ll be surprised where the psychological power of reciprocity leads you with this.
  1. Qualify the needs.
    Ensure that the buyer is qualified of purchasing or availing a certain product offered for closing the deal. Use criteria such as GPCT and BANT.
  1. Close the process.
    Now not because it’s about to close, you can become reckless. You can comeback with the 5 other steps to make sure that things are correct and good to go. And simply ask for the buyer if he has anything he or she wants to ask so you can make things clear on the buyers end.
Posted in Business | Business Advice | lead acquisition | Lead Generation | sales | sales ability with no comment


6 Signs Your Email Marketing Service Provider Is Doing It Right

posted by Margaret Spencer on July 28, 2017

Email marketing is far from dead. In fact, a recent survey conducted by Ascend2 revealed that using emails is the first of the top three most effective digital marketing tactics used by more than half of companies with a rating of 61%. Also, according to Hubspot, 59% of B2B marketers consider email as the most […]

Posted in B2B Marketing | Business | Business Advice | e-mail marketing | E-mail marketing services | lead acquisition | Lead Generation | Lead Nurturing | marketing | marketing ability | marketing automation | Marketing Tips | sales with no comment


3 Reasons Why Savvy B2B Marketers Do Email Marketing With Purchased Contact Lists

posted by Margaret Spencer on July 20, 2017

When handled correctly, you can take advantage of purchased contact lists to its full potential. That is why savvy B2B marketers include purchased contact lists in their must-haves especially when running email marketing campaigns. Here are three reasons why they just love to do so. It lets you kick-start your email campaign right away. Inbound […]

Posted in B2B Contact Database | B2B Leads | B2B Marketing | Business | Business Advice | Business Contact Database | Business Contact List | Business Database | business email database | Business Email List | business email lists | Business List | Contact Database | Contact Database | contact database for email marketing | contact list | Contact Lists | Custom list | Database | E-Mail Lists | e-mail marketing | email database list | email lists for lead generation | Email Marketing List | lead acquisition | Lead Generation | marketing | Marketing Tips | sales with no comment


Sending To Your Bought B2B Contact List Like A Boss

posted by Margaret Spencer on July 17, 2017

  Developing your B2B contact database in a short amount of time or even overnight isn’t so impossible! How? You can’t go wrong in buying a B2B contact list! However, some  business owners are reluctant to use bought data. They view sending to a contact list as risky. But that should not be the matter […]

Posted in B2B Contact Database | B2B Marketing | Business | Business Advice | Business Contact Database | Business Contact List | Business Database | Business List | Contact Database | Contact Database | contact list | Contact Lists | Data Records | data tips | Database | lead acquisition | Lead Generation | marketing | marketing ability | marketing automation | Marketing List | Marketing Tips | sales with no comment


B2B Prospecting: The Key To Getting More Sales From Your Sales Leads Database

posted by Margaret Spencer on July 14, 2017

If you have a sales leads database and still wondering why you’re not seeing that sales figures, that might be because you have fallen short in prospecting. It’s a common knowledge that there are a lot of ways to do this like employing cold calling and email marketing. So why persist in prospecting? Isn’t having […]

Posted in appointment setters | B2B Appointment Setting | B2B Contact Database | B2B Leads | B2B Marketing | B2B Telemarketing | Business | Business Advice | Business Contact Database | Business Contact List | Business Database | Business List | Contact Database | Contact Database | contact list | Contact Lists | Database | lead acquisition | Lead Generation | Leads Database | marketing | marketing ability | Marketing Tips | sales | sales ability | Sales Leads Database | telemarketers | telemarketing tips with no comment


Getting B2B Sales Done in B2B Marketing

posted by Margaret Spencer on July 13, 2017

The art of persuasion is any sales representative’s weapon. At best, they can make a prospect say that consecutive yeses. This is their part as a business educator. However, they still need to be present at the signing of contract in light of the fact that objections may arise despite of it being the end […]

Posted in B2B Marketing | Business | Business Advice | marketing | marketing ability | Marketing Tips | sales | sales ability with no comment


Sales Leads Qualifying Questions and Attributes

posted by Margaret Spencer on July 10, 2017

Provided that a qualified lead generation in a B2B marketing-for-leads program is to flourish, marketing, sales and corporate management should part an integrated definition of qualified sales leads. This is because the marketing team will have a better shot in producing leads that will be significant to the sales representatives if every one of them […]

Posted in B2B Leads | B2B Marketing | Business | Business Advice | lead acquisition | Lead Generation | marketing | marketing ability | Marketing Tips | Qualified Leads | sales | sales ability with no comment


The Significance Of Values in Fortifying B2B Sales in B2B Marketing

posted by Margaret Spencer on July 7, 2017

In B2C marketing, the principal key is winning over customer’s mind and hearts and giving them a feeling of oneself. This can be seen in business behemoths like Apple or Nike. On the other hand, in B2B marketing, stat-driven procedures where the best value of proponent sells best. Main point is, the psychological way of […]

Posted in B2B Marketing | Business | Business Advice | marketing | marketing ability | Marketing Tips | sales with no comment


Sales Leads Fallacies You Should Be Aware Of

posted by Margaret Spencer on July 6, 2017

We are already in the third quarter of the year and lean months are fast approaching. Looking for sales leads during these times are rather a ride in the struggle bus. Business owners are setting up their operation, instead of their marketing scheme, for the holiday season. Consumers are likewise bustling to get ready for […]

Posted in B2B Leads | B2B Marketing | Business | Business Advice | lead acquisition | Lead Generation | marketing | sales with no comment


Managing Data in B2B Appointment Setting

posted by Margaret Spencer on June 29, 2017

While conventional business procedures keeps on operating on the owner’s ruling and the producing benefit, nearly all of the widely-distributed business at the present work on data management. This kind of method for business was actualized with the aid of technological awareness of people and entrepreneurs. The volume of data expected to administer a specific […]

Posted in appointment setters | B2B Appointment Setting | B2B Contact Database | B2B Marketing | Business | Business Advice | Business Contact Database | Business Database | Contact Database | Contact Database | Data Records | data tips | Database | Database Leads | database specialists | lead acquisition | Lead Generation | Leads Database | marketing | marketing ability | Marketing Tips | sales with no comment


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