What is B2B sales and how it has changed: what does nowadays buyer need?

B2B sales - are the business to business sales. We have a situation, when one company sales products or services to another company (not to consumer).

The technologies of B2B are very different from B2C (business to consumer) sales technologies. The main goal for a company-buyer is to increase its’ income. The main goal for a company-seller is to get a new customer for constance and regular cooperation. The B2B sales are more rationally, when the B2C sales are more emotionally. It demands another type of communication and higher level of proficiency.

What is the difference between B2B and B2C sales?

B2B sales are the sales between companies. Company-seller offers a product or service which are needed for creation a new company-buyer’s product or service and, of course, for growing the income. It can be details for gadgets or machines, new equipment, raw. It can be legal services, outsourcing services etc. After all, it can be a coffeemate for staff, cartridges for printers or furniture for office (these things are also necessary for normally office work and business negotiations, that’s why it’s also needed for creation a new product or service).

B2C sales are the sales between company and consumer. Company-seller offers a product or a service for person. It’s hard to communicate with a buyer individually, that’s why mass communication is more common. As a rule, the salesperson have to influence on the buyer emotionally and persuade him to prefer this product or service.

The goal of purchase is different

The consumer’s goal is… to consume. And enjoy consuming. The goal of company-buyer is also to consume, BUT this consuming are focused on income growth, not on enjoyment.

The communication is different

When we are talking about B2C, the buyer and the consumer is the one person. This person focuses on his/her individual preferences.

In B2B the buyer and the consumer is a whole group of people (and these people are specialists) who must think about income growth. There is no individual preferences. This group must choose the most reasonable, advantageous and available variant.

Emotions and logic

As a rule, a consumer buys emotionally. Attractive design of product, nice advertising, enjoyable talks with a salesperson, sometimes a mark of a high status, - all of these components act on buyers’ emotions. It’s delightful to buy nice things.

But in business we need a clear logical approach. It’s difficult to influence emotionally on the whole group of specialists who are thinking not about delight, but about income. They don’t want to hear seller’s persuasions, they want to hear the clear information about the product with its’ advantages and disadvantages.

The way of communication

In B2C sales we use mass communication, because it’s more productive when we want to attract a lot of people-consumers.

The managers who sell products and services for business need to use individual communication. It’s important to show how this thing is useful and advantageous for this company-buyer.

B2B has changed: what does nowadays buyer need?

71% of B2B buyers don’t want to talk to managers. They prefer studying information themselves and don’t want to communicate with obsessive sellers. In the era of internet they can search a lot of information about your products or services before taking a phone and making a call to you. They become more sceptical.

So, B2B sellers also need to change. Obsessiveness is very irritating for nowadays buyer. But buyer can’t know all the information about all the sellers’ products, so, buyer need a help. Salesperson helps to choose the best variant by showing all the peculiarities of the product, shows the perspectives of usage this product especially in this company and persuades how it can make the company-buyer more successful.

Also it’s important to give quality and informative content for buyers who search the information in internet and to communicate with potential and real, future and past clients who writes feedbacks about work with the seller.

Contact us:
E-mail: hello@liinea.com
Tel: +447432144224
Owner: Karina Collis
City: London, UK
Website: https://liinea.com/

About us:
Liinea provide sales trainings, workshops for B2B start-ups. Founder Liinea is Karina Collis: MBA expert and coach with 15 years experience in B2B sales.

This release was published on openPR.