In the competitive market that companies face today, knowing how to negotiate can be the best differential between you and your competitors. trading is one of the most important pillars of a company’s success. Salespeople need to master all strategies and know-how to adapt to different profiles, especially in the B2B segment, which requires a more detailed analysis of each customer.
Tradings between companies have varied particularities, which need to be taken into account so that everyone benefits from the relationship. With that in mind, we have prepared 7 strategies to help increase your results in trading :
- Understand the market that will dive
One of the essential strategies for the success of B2B trading is to study the market in detail. Knowing it, you will have insights from potential companies that can buy your product or service and then prospect them.
Market research and studies can help in this journey. Try to assess the entire environment of possible customers, from their size to the segment and time of operation, to understand where it is possible to make a profitable and sustainable business.
- Know your customers’ pains
When it comes to bidding, the lack of knowledge about customers is usually one of the major obstacles. After all, if you don’t know the difficulties of organizations, how will you know what tools to offer to help?
By knowing the pains of each company, the salesperson can create strategies and solutions with specific approaches for each profile, gaining more chances to close the deal.
- Make your value proposition clear
This is yet another key strategy for successful B2B trading. Try to make clear the differentials you can offer with your service. Make it clear why this partnership will be aggregating and profitable.
All customers need to have the feeling that they are gaining from trading. Clarifying your value proposition will certainly be a differential for the customer to choose you and not a competitor.
- Analyze the business cost-benefit
Evaluate the profitability and cost-benefit of a business, before starting prospecting. It is extremely important to understand whether the return will be satisfactory.
Analyzing customers and the way they work is essential to understand whether the partnership will be prosperous and long-lasting, or if it will only be punctual for a short period.
- Create humanized partnerships
The more humanized the partnership, the more chances of success. The paradigm that business relationships need to be strictly formal is no longer a reality. As much as the terms and contracts are still used, the B2C market already understands that relationships need to be more and more human, to engage customers and awaken the feeling of belonging.
The same should happen during B2B tradings. Salespeople need to view other companies as market partners and make it clear that their growth is very important to their business.
- Be a facilitator
We all know that excessive bureaucracy only makes business relationships difficult. As much as many of these rules need to be followed in the corporate world, think differently. Be a facilitator!
Facilitate and streamline as much as possible the processes at your fingertips, especially when it comes to communication. Allow tradings to flow as smoothly as possible. Any purchase and sale process, the simpler it is, the easier and faster it will be accomplished.
- Cultivate good relations
In times of a fragile economy, cultivating relationships is very important. That old saying “you never know tomorrow”, today makes a lot of sense. Countless companies are declining, while others are growing exponentially. The problem with this is that it is impossible to find out what the next one will be or when it will happen.
If a partnership has ended, cultivate the relationship with the organization, as it may refer you to other companies. Referrals are always valuable. If a business with a company is consolidated and more profitable than ever, improve your relationship to further strengthen interaction.