Small Business Sales Tips ? B2B | Results Professional Marketing

Here?s great information for any one involved in B2B (business 2 business) sales. You might think that selling to another business would be a rational and calculated activity.

However, B2B buying is not a rational process. That straightforward yet prfound conclustion makes reading The BuyerSphere Project by Search Engine Land columnist Gord Hotchkiss worthwhile.

The book concludes that B2B buying is a decision process driven by the emotions of the people involved. Fear is the principal in play. B2B buyers are motivated principally to limit their personal risk ? to keep their jobs or stature in the company by avoiding mistakes. Risk to thier company?s well-being is also a factor, but a secondary consideration to their own reputation.

Now that you know the real scene, you can work on gaining trust with prospects. What experiences have you had gaining trust with prospects?

No related posts.

Tagged as: B2B, branding, increased profits, integrated marketing plan, small business, small business internet marketing, social media campaigns, social media marketing

Source: http://resultspm.com/2012/03/26/small-business-sales-tips-b2b/

gwar justin bieber baby justin bieber baby credit unions tower heist reviews recursion amy schumer