The one of the most powerful channels in face to face selling is business to business. The significance of business to business lies in the fact that it ensures a better financial margin to your products or services and guarantees a repeat business.
There are two folds to consider while drafting a sales strategy for business to business. The first fold is door knocking and the second fold is appointment setting and reference based. The important component for knocking is mapping a territory of businesses to be targeted. The mapping strategy should cover nature of businesses to be targeted and a two liner about the description of each business and how your product mix can benefit the particular business. The organization of this database ensures that your sales team are well prepared while entering a business to open up a conversation that leads towards showing value in your product or service.
After mapping the next step is organizing a presentation while you are at the front counter of the business. Your presentation should be well structure from an opening pitch ensuring a shift from non buying frame to the buying frame and then following a value added sales process.
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The opening pitch should cover the purpose why you are there and how you can benefit the business for taking time out and having a conversation with you. The significance of opening pitch is absolutely essential as a well defined and well formulated pitch with effective linguistic patterns enhances your conversion rate of leading into a conversion with business.
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The last component of business to business strategy is maintaining a database with purpose of re-marketing. The first major information that needs to be recorded is the reasons for knockback. Why customer didn’t have a conversion? And if a sales presentation is conducted then why customer didn’t buy? These both categories of reasons are significant for utilizing the second fold of appointment setting. The other important information needs to be recorded is type of sales and an analysis of what cross selling or up selling opportunities are available to target the particular business in future. This information also plays a vital role in appointment setting for generating more revenue for your business.
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