How can you be successful at B2B sale

Donson Brooks is a sales and account executive. He is known for his customer service and relentless professional follow up. The sales executive Donson Brooks is a great seller in any industry, having years of experience in the most different niches as well as in business to business sales, marketing and lead generation.

Donson Brooks also has experience in the training of sales teams, sharing his secrets and best practices with the inexperienced professionals of the field, helping them to gain the confidence that a salesperson requires.

What is B2B sales?

B2B are business-to-business transactions, or sales made between companies. B2B sales often take the form of one company selling supplies or components to another. Any simple purchase you do is only possible because of an invisible web of supporting B2B sales, say Donson Brooks

To Donson Brooks most successful B2B sales managers and sales representatives proactively solve problems and challenge their customers to make intuitive improvements. Donson Brooks says that to offer this kind of insight you need a deep understanding of the customer’s industry and their needs. To successfully close a deal today, a sales professional must have the ability to share information and ideas that help clients compete better in the market.

What a successful B2B seller do?

Selling B2B is different from B2C (business to client transaction) selling in a number of ways. Donson Brooks says that as a B2B salesperson you will deal with professional buyers or high-level executives, possibly even including CEOs of major corporations, in a B2C sell you will deal with clients that mostly don’t know about the business.

What are the differences?

B2B often calls for a higher level of professionalism than B2C, and you'll need to dress and act more formally to succeed. B2B sales also requires you to know how to deal with gatekeepers such as receptionists and assistants.

What are the differences?

According to Donson Brooks you need to remember that most buyers have received extensive training in how to work with sales person. The selling techniques that will work with any other buyer will probably fail with professional buyers since they will see your tactics coming a mile away. The buyers also know how to manipulate salesperson, and often try tricks like stalking to make you more desperate so they can get a better price on the product.

How to deal with professional buyers?

Dealing with executives is another issue, says Donson Brooks. C-suite decision makers can be intimidating and they don’t like to wasting their time. You need to know all about your product or service and have a little presentation already in your mind. It is also is better to do a research ahead of time on the prospect so that you're completely prepared to impress executives with your knowledge during the sales presentation.

How to sell to executives?

Customers are looking for more information from you, and what they may find important may be the only detail you don’t remember. Donson Brooks says that you should walk into appointments with adequate product and industry knowledge, so you will have an insight-led approach. It is also good to have all the information online, so that customers can easily find the information they need on their own. Donson Brooks says that having a consultative sales process will guarantee transparency and trust, leading to a strong business relationship.

Every information is important

Why tracking should be a priority?

To have a tracking system that will monitor your interactions with customers can help your team complete and process orders efficiently. According to Donson Brooks, this will improve your client services, increase sales year-over-year, and build stronger customer relationships over time. You will need to track the customer order history, customer-specific pricing and discounting, where an order is in terms of processing and the sales performance report.

Relationship is the most important asset

Donson Brooks says that it doesn’t matter what you are selling or if it is B2C or B2B sell, the important thing is that sales is always about people. The people behind the companies are those providing true solutions, and these relationships yield results. The best B2B sales leaders understand the wants and needs of their customers, and place the biggest emphasis on providing an optimized customer experience.