2 Basic B2B Sales Models
B2B sales methods consider only two models as basic: presentation and client-centric. There are many different, seemingly completely dissimilar technologies, which are based on one of these models.
If you understand the essence of the basic models, you will be able to combine different techniques, creating something completely new. In this way, you will not only gain a serious advantage, but also increase sales, and therefore the company's profit.
Let's look at these two models in more detail.
Presentation model
The presentation model is a classic, time-tested. It is based on a specific product that is to be sold. The seller must present the product to the client in such a way that he or she will want to make a purchase.
In this case, the leading role iran email list is given to the seller. He is the main actor: he conveys the necessary information to consumers and becomes the guarantor of the quality of the product/service, the success of the transaction largely depends on his professionalism. When using this model, the seller performs many functions: information, analytics (comparison of similar products), expertise, evaluation and control.
The presentation model is usually used during meetings. It is also great for implementing any sales scenarios, conversation scripts and prepared responses to objections. The tools are selected in such a way as to retain the client without losing him at some stage. Often, companies spend several years to find their B2B sales methods, but it is worth it.
Who can use the presentation sales model? As a rule, it is practiced by companies engaged in the sale of finished products, for example, computer programs. Usually, such a product cannot be significantly changed at the request of the buyer. Naturally, it can be slightly adjusted, but only a little. Do you agree that an antivirus program can only protect against viruses, and you can never make AutoCad from 1C? Belonging to the same product category, products can differ significantly from each other, for example, the same CRM systems.
Customer-centric model (or “question-answer”)
The name itself suggests that this model is focused on the client's desires and needs. The essence of the model is in conducting a dialogue: the seller asks questions aimed at identifying the buyer's needs, and the buyer, in turn, provides answers.
The client-centric model is completely personalized. Its use excludes the possibility of working according to any templates and preliminary preparations. The client receives a product that meets his request.
This model cannot be used by companies offering a specific product. However, such B2B sales methods will be very effective for companies specializing in providing certain services (project development, consulting, education, etc.). In this case, the contractor can take into account all the wishes of the customer and offer the best solution to his needs.
2 Basic B2B Sales Models