We hear it all the time. The B2C sale is simple, the B2B sale is complex. At the end of the day, whether you are selling to Joe Customer who is interested in a motorcycle or Joe Business Guy who is interested in a Zerox some factors will never change. To even worry about them is folly. Consider this…
- Joe Customer and Joe Business are HUMAN BEINGS both have dreams, goals, motivations, and buying preferences. How much different would their approach be to buying? Not as much as you would think.
- Mostly it is the product itself that really determines the complexity. Selling a paper clip is a B2B transaction, and selling a home is a B2C transaction. Which is more complex?
In our free newsletter, the Grok ,we recently outlined the critical factors to consider when developing your sales and marketing process.
Your business category is not the issue. The complexity of your sale is not the issue. Whether your sale is impulse or a considered purchase is not the issue. Buying into these notions as determining factors when it comes to your ability to design persuasively is thinking that will lead you down the garden path.
Understanding and managing your sale as a persuasive process is the only relevant issue. Read the entire article.