Qualities of a b2b salesperson or salesperson
Posted: Tue Dec 03, 2024 6:17 am
In previous posts we have already mentioned that the b2b sector and the b2c sector are not the same, since the former are companies that sell to companies (business to business) and the latter are companies that sell to the end customer (business to customer).
Selling directly to companies is not an easy task and in our previous retail email list post about the keys to selling more in the b2b sector we explained it in more detail. For this reason, the salesperson or salesperson who works in b2b needs to have specific qualities to guarantee the closing of a deal and also quickly . We must bear in mind that closing a sale to a company can take 2 to 3 months.
For this reason, companies must have qualified salespeople or salespeople with certain qualities to achieve established sales objectives. Below we explain what qualities you should have if you are a b2b salesperson.
Qualities of a b2b seller
before talking about the qualities of a b2b seller, we first want to point out three very important aspects that must be taken into account when selling in the b2b sector .
Get to know the sector
to be a good salesperson or salesperson you must have a perfect understanding of the sector in which you work . You must be clear about which companies are your competition, which companies may be interested in your product or service, the reasons why they may be interested, the weaknesses and strengths of the sector, among others.
Product or service being sold
how do you convince someone to buy a product or service if you don't know it? To convey confidence and seriousness to your client, you have to know the product or service you are selling perfectly . Know how it works, what problems it can solve or even why your product is better than others. Recommendation: until you know your product well, don't go selling it.
Buyer persona or client
each company is unique and you won't be able to approach them in the same way in all of them. Find out who is in charge of purchasing in the company you are interested in, what values they have, how they speak, how they sell, what problems they may have, how you can help them... This way, you will be able to approach the right person in the right way.
Now that you have these aspects under control, it is time to talk about the qualities of a b2b seller.
Organized
as we have already mentioned, not all companies are the same, therefore, the way of communicating with them will not be the same either. It is important that you are organized since you will surely have to have a different strategy for each company . Surely in some you will have to do a demo or demonstration, in others you will have to send a dossier with information or make a call.
You must have a very well-structured calendar or agenda so that you don't forget anything and carry out strategies and campaigns in an organized manner without forgetting any steps . Only then will you achieve your goals.
Selling directly to companies is not an easy task and in our previous retail email list post about the keys to selling more in the b2b sector we explained it in more detail. For this reason, the salesperson or salesperson who works in b2b needs to have specific qualities to guarantee the closing of a deal and also quickly . We must bear in mind that closing a sale to a company can take 2 to 3 months.
For this reason, companies must have qualified salespeople or salespeople with certain qualities to achieve established sales objectives. Below we explain what qualities you should have if you are a b2b salesperson.
Qualities of a b2b seller
before talking about the qualities of a b2b seller, we first want to point out three very important aspects that must be taken into account when selling in the b2b sector .
Get to know the sector
to be a good salesperson or salesperson you must have a perfect understanding of the sector in which you work . You must be clear about which companies are your competition, which companies may be interested in your product or service, the reasons why they may be interested, the weaknesses and strengths of the sector, among others.
Product or service being sold
how do you convince someone to buy a product or service if you don't know it? To convey confidence and seriousness to your client, you have to know the product or service you are selling perfectly . Know how it works, what problems it can solve or even why your product is better than others. Recommendation: until you know your product well, don't go selling it.
Buyer persona or client
each company is unique and you won't be able to approach them in the same way in all of them. Find out who is in charge of purchasing in the company you are interested in, what values they have, how they speak, how they sell, what problems they may have, how you can help them... This way, you will be able to approach the right person in the right way.
Now that you have these aspects under control, it is time to talk about the qualities of a b2b seller.
Organized
as we have already mentioned, not all companies are the same, therefore, the way of communicating with them will not be the same either. It is important that you are organized since you will surely have to have a different strategy for each company . Surely in some you will have to do a demo or demonstration, in others you will have to send a dossier with information or make a call.
You must have a very well-structured calendar or agenda so that you don't forget anything and carry out strategies and campaigns in an organized manner without forgetting any steps . Only then will you achieve your goals.