Business to business selling involves a completely different style than selling to an individual. When a sales representative from one business sells to another business, as opposed to an individual, there are several key differences.
When selling to a business, it is vital to know who the key resolution maker is within that business. This decision maker may be an individual, or in the case of a company's board, a group of people. The greatest mistake a salesperson can make is to spend all of their time selling themselves and their product to a person within the business who has very little input into the actual decision. If this is the case, then the real decision maker will make a decision
Because of the size and complexity of most Business to Business sales, once the key decision maker has been found the salesperson must be prepared to spend time building a relationship with them. When selling to a business the camiseta futbol brasil value of the sale is usually far higher than when selling to an individual. Obviously there are exceptions, but normally in a Online Business to Business selling situation it involves amounts in the thousands rather than the hundreds. Sometimes the sale is worth hundreds of thousands.
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