The first thing to understand is the great latvia phone number library change in the B2B customer and in their way of relating. In the past, from the moment the customer had an intuition of need, they would let themselves be guided by the salesperson until the purchase. Not now, most of this journey or pre-purchase process is autonomous and digital and the salesperson only appears at the final stage to help the potential customer make up their mind. What implications does this have? Well, the salesperson has to change their way of relating to appear at another time and already “on the move.” We can see this in the graph below.
Previously, knowing the product very well and adapting (adaptive selling) to the type of client, objections, etc. was enough. Now the salesperson appears at a time when the client already knows almost everything about the product and is looking for a consultant, someone who can tell him how to apply it, how to make it profitable, who can talk to him about the expected evolution, what problems it will solve, how to sell it, etc. In short, the salesperson no longer dominates the process and is required to provide a more consultative contribution of value. This is what we call consultative selling.
It would be very unfair to ask the salesperson to adapt to this change overnight. He needs help and time above all else. This is the great challenge that we find in most industrial or B2B companies ; how to mesh and transform into a new B2B – Industrial consultative sales model that is in line with the changing needs and habits of the client.
Below we give you our 6 Ideas to transform into a new B2B-Industrial consultative sales model, which may be interesting if you are thinking of starting the process. They are 6 guidelines that we apply to connect Strategy, Marketing and B2B Sales around the customer experience.
