When you sell B2B, you are likely to deal with a lot of professional buyers. Buyers are responsible for finding materials for their business, and they can literally lose their jobs if they get a bad deal – so they take buying very seriously.
Experienced buyers know more about sales than many sellers. Using tricks and sales tactics to manipulate a professional buyer is usually a bad idea because he or she will quickly notice these tactics and become dissatisfied.
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These buyers are driven by facts and figures. Your goal is to gather information and use it to create market models.
Then they will use this model to get the best product at the best price. The facts gathered during the buying process are then used as ammunition to soften up the seller and get a better deal.
Number brokers are usually calm and unemotional in the early stages of the sales process. They rarely object because they know that silence usually gets the salesperson talking more (and potentially spreads out details they can use later).
Due to overlapping numbers of life and death through analysis, they usually take a long time to make a decision and they will almost never be ready to close during the first (or even second) meeting. They often have experience in finance or business administration.
The good news for this type of buyer is that once you have the facts on your side and can demonstrate how your product is of better value, you won't have any problems.
Include lots of verifiable details and numbers that show your points. Customer testimonials, testimonials, and stories are very helpful because they support what you are telling them.