No, wrong.
The best way to establish a profitable relationship is to base it right from the start on positive feelings , such as esteem, trust and gratitude. What better way than to donate something? And the most valuable asset that your company has is (once again) knowledge.
The great news is that knowledge is a shareable and not exclusive asset. If your company donates knowledge it does not become poorer, rather it favors the creation of a flow of communication and sharing that enriches everyone who contributes to it.
This can happen in a more or less direct way. Having carefully gathered information about the france phone number library company and its needs, you will know how your knowledge can be useful and you will be able to recommend a certain action or direct the prospect to a specific resource, even better if it is produced by you.
The act of “giving information” can also be done massively, thanks to content marketing and lead nurturing . These types of sales techniques are designed to “cultivate” the potential customer by informing and educating them in order to naturally bring them closer to your product.
These are long-term approaches that are particularly suitable for B2B businesses which, as we have highlighted, have longer sales cycles.
5 – You can forget about “selling at all costs”
The old mentality based on “selling at all costs” is now to be forgotten. The large amount of resources used to chase and squeeze the customer must instead be shifted to the creation and transmission of value .
Times have changed and, as research shows, consumers are increasingly inclined to take time to make an informed choice, learning about the product, reading reviews, comparing prices and eventually deciding to purchase.
Consumers have become much better at distinguishing messages that are merely intended to sell from those that instead propose value and concrete solutions.
For this reason, it is essential to present your product or solution with clear and accurate descriptions , using as much information as possible such as images, videos, reviews and any type of useful resource to allow you to best evaluate the product with respect to different needs.
So let the customer make an informed decision about whether your proposal is the best one for them, and make sure to provide all the resources possible to allow them to get the most out of your product.
B2B sales techniques