Selling to businesses (B2B) is a completely different discipline than selling to consumers (B2C). B2B salespeople need a range of skills and competencies that are necessary to build and maintain relationships with potential and existing customers.
Here are the 10 most important skills a B2B salesperson needs to be successful:
1. Knowledge of the customer's business
A good B2B salesperson should have a deep understanding of the customer's business. This includes the customer's goals, challenges, and needs. Without this understanding, it is difficult to create a sales pitch that appeals to the customer.
2. Communication skills
A good B2B salesperson should be a good communicator. This includes both written and verbal communication. The salesperson should be able to convey their ideas and messages in a clear, concise, and persuasive way.
3. Relationship building
A good B2B salesperson should be good at building and maintaining relationships. This includes relationships with both potential and existing customers. The salesperson should be able to create trust and rapport, and they should be able to understand the customer's needs and wants.
4. Solution-oriented
A good B2B salesperson should be solution-oriented. The salesperson should be able to identify and understand the customer's problems, and they should be able to present solutions that meet the customer's needs.
5. Persuasion
A good B2B salesperson should be able to persuade the customer to buy the product or service. The salesperson should be able to present a strong sales pitch, and they should be able to handle objections from the customer.
6. Negotiation skills
A good B2B salesperson should be good at negotiating. The salesperson should be able to negotiate a price that is beneficial to both the customer and the salesperson.
7. Drive
A good B2B salesperson should be proactive and have a drive to succeed. The salesperson should not wait for the customer to contact them, but they should themselves reach out to potential customers.
8. Motivation
A good B2B salesperson should be motivated and willing to put in the effort. The sales job can be challenging, but it is also very rewarding. A good B2B salesperson should be able to motivate themselves and others to achieve common goals.
9. Willingness to learn
A good B2B salesperson should be willing to learn and grow. The sales market is constantly changing, and a good B2B salesperson should be able to adapt to these changes.
10. A positive mindset
A good B2B salesperson should have a positive mindset. The sales job can be challenging, but it is also very rewarding. A good B2B salesperson should be able to keep their head up, even when things are tough.
If you possess these 10 skills, then you are well on your way to becoming a successful B2B salesperson.