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 PRESENTATIONPLANNING USE TECHNOLOGY ADAPT PRESENTATION BENEFIT PLAN DONT 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

ETHICAL ISSUES IN INDUSTRIAL SELLING

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

ETHICAL ISSUES IN INDUSTRIAL SELLING

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