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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


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 […]

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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 […]

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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 […]

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Here’s Why Script Is Important in B2B Appointment Setting

posted by Margaret Spencer on May 26, 2017

It’s not entirely clear how important, but most, if not all appointment setters know that the calling script they use in reaching out to a potential client is important. Sure. Doing calls is not everything there is to a sales process, it’s only a part of your B2B appointment setting strategy. On the other hand, […]

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Elements of a Successful Lead Generation Strategy

posted by Margaret Spencer on May 12, 2017

Progress in the B2B enterprise requires a potent lead generation methodology. In any case, you additionally need to turn those leads into avid clients. So let’s take a look at this lead generation elements that when fused and optimized, can bring forth a strategy that will not only generate leads but also drive them further […]

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How to Tell Which Customer is Always Right

posted by Margaret Spencer on May 8, 2017

  Numerous business representatives can confirm that the notion of customer being always right isn’t generally valid. Truth be told, some of them can be so terrible you can’t resist the urge to wish them the worst. On the other hand, shouldn’t something also be said about your best customers? Shouldn’t something be said about […]

Posted in B2B Leads | B2B Marketing | Business | Business Advice | lead acquisition | Lead Generation | Lead Nurturing | lead nurturing tips | marketing | marketing ability | marketing automation | Marketing Tips | sales | sales ability with no comment


Gearing Your Sales People: What’s There to Know About the People in the C-Suite

posted by Margaret Spencer on April 5, 2017

Selling to the people in the C-Suite is on a different level. You can’t just pitch them your beaten script. After all, they are the decision makers. Talk to them on point and you’ll close sales faster. Nonetheless, with the advantages of going in on them directly, there’s also a lot of considerations to take […]

Posted in appointment setters | B2B Appointment Setting | B2B Leads | B2B Marketing | B2B Telemarketing | Business | Business Advice | C-Level Executives | e-mail marketing | Fresh Leads | IT Leads | lead acquisition | Lead Generation | marketing | marketing ability | Marketing Tips | sales | sales ability with no comment


B2B Marketing Strategy Stats in 2016 to Guide you this 2017         

posted by Margaret Spencer on March 13, 2017

With 2016 concluded, begin planning for your B2B marketing strategy for that another lap around the sun with these relevant data. The three most common lead generation strategies are email, event and content marketing. (DM News) Inbound organizations are 4 times as likely to rate their marketing strategy as effective. (HubSpot) Just 61% of marketers […]

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Imperative Maitenance in Data-Driven B2B Marketing

posted by Margaret Spencer on March 2, 2017

As effortless as it may sound when said, maintaining data is not actually something that you can just breeze through. Even key employees, in many instances, acclimate to the gaps brought about by terrible data and the matter in question gets to distinctly escape the B2B marketing leaders. Taken cover behind those bounces and unsubscribes, […]

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