b2b selling

B2B SELLING

HOW IS B2B SELLING DIFFERENT???

• HELPING ,not SELLING

• SOLVING PROBLEMS or EXPLOITING OPPORTUNITIES

• LISTENING ,not TALKING

• EXPERTISE ,not SALESMANSHIP

• BENEFITS ,not FEATURES

• A PROCESS ,not A PERSON

• OPPORTUNITIES not OBJECTIONS

• KEEPING IN TOUCH

PROSPECTING

• METHODS

• REFERENCE FROM –

• EXISTING CUSTOMERS

• INTERNAL COMPANY SOURCE

• EXTERNAL SOURCES

• NETWORKING

• INDUSTRIAL DIRECTORIES

• COLD CANVASSING

PREAPPROACH

• INFORMATION GATHERING

• PLANNING THE SALES CALL

• SETTING CALL OBJECTIVES

• PLANNING SALES STRATEGY

APPROACH

• INTRODUCTORY

• CUSTOMER BENEFIT

• PRODUCT

• QUESTION

• PRAISE

PRESENTATION DEMONSTRATION

• GROUP AND INDIVIDUAL

• EFFECTIVE PRESENTATION-

• PLANNING

• USE TECHNOLOGY

• ADAPT PRESENTATION

• BENEFIT PLAN

• DON’T OVERLOAD

• CONTINGENCY PLAN

ANSWERING OBJECTIONS

• ASK A QUESTION

• TURN THEM TO BENEFITS

• DENY OBJECTIONS TACTFULLY

• THIRD PARTY CERTIFICATE

• COMPENSATION

CLOSING

STEPS TO BE FOLLOWED BY SALES PERSON

• SALES PERSON MAKES THE PRESENTATION

• GO BACK TO THE PRESENTATION

• CLOSE THE SALE

TECHNIQUES

• ALTERNATIVE CHOICE CLOSE

• MINOR POINTS CLOSE

• ASSUMPTIVE CLOSE

• SUMMARY OF BENEFITS CLOSE

FOLLOW UP AND SERVICE

• CHECK CUSTIMER ORDER

• FOLLOW UP VISIT AT THE TIME OF DILIVERY

• ACCOUNT PENETRATION

ETHICAL ISSUES IN INDUSTRIAL SELLING

• Ethics: derived from character

• Moral philosophy that involves systematizing, defending & recommending

concepts of right & wrong conduct

• Marketing today has evolved from production centric approach to societal

marketing

• Ethical code of conduct


• Compromise on forecasting by using predetermine results, assumptions,

techniques etc

• Need to adhere to honesty and trust and act in a mutually beneficial manner

• Fulfill contractual agreements and verbal commitments


• Environmentally responsible selling, green packaging

• Sales Person: face of organization

• Increased competition results in unethical sales practices

• No bribery/gifts/ entertainment expenses etc

• Information Confidentiality, Cultural issues

• Moonlighting

THANK YOU

b2b selling

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