When you are selling B2C,
business to consumer,
and if you're switching,
selling out B2B,
business to business,
even my closers, my students,
they want to ask me,
what is the difference?
How do I need to change my approach?
Today I'm going to give you three tips,
kind of three distinctions.
Number one,
there's no fucking difference!
It is the same!
You're selling to people!
To buy into the whole
oh now I'm talking to executive.
I'm talking to CEO.
I'm talking to entrepreneur.
So you change your approach.
No!
People buy because of emotional reasons
and they justify with logic.
Don't make it so complicated for yourself.
Don't confuse your self and say
oh I have to change my approach.
Now I'm talking to more sophisticated
entrepreneurs and executives.
They are the same.
Number two,
the distinction that you might have
is sometimes the sell's cycle.
It's a little bit longer.
Where it would require a multi step approach.
Depends on the price point.
Most of time even your selling something
for 10, 15, 20, 25,
30,000,
50,000.
You can close with one call,
with what I teach,
but let's say something's like a 100k, 200k,
half a million dollars.
It's a bigger project, right.
Maybe you need, it's a, you need to do a proposal.
Which you should you know
if you follow my work,
I'll put a link here somewhere,
where, why I don't like proposals.
You should still do what I teach.
Do the call.
Qualify them on the phone before you send them,
not the proposal,
but terms of agreement.
How you're going to work together.
So you might require a multi step approach.
Where maybe the first call,
it's a discovery call
and then a second call is more a deep dive call
and a third call would be the closing.
Now they have the engagement,
agreement or the terms of agreement.
Now you are signing it.
It might require that approach,
but the techniques are the same.
The strategies are the same.
Don't change anything.
Number three,
when you are selling B2B,
make sure you're talking to the decision maker.
Because when you are selling B2C,
chances are you're either selling
to the wife or the husband.
By the way,
if you're selling to a couple,
sell to the wife.
The wife says yes,
it's a done deal.
The wife says no,
it's never a deal, okay.
Sell to the wife.
If you're selling B2B,
one of the common mistakes I see a lot of closers make
is they are talking to people
who cannot make the fucking decision.
They're talking to people who cannot say yes.
It's the too lower level.
They are assistant.
They are gatekeeper.
They are not the executive that can make the decision
or they are not the CEO that can make the decision.
So you want to sell to the top.
Always sell to the top.
Cuz if the CEO says yes,
chances are the executive, the managers,
they go along with it.
They will just execute,
but when you're selling to,
like say,
an executive, a VP,
or a C-Suite executive,
their mind,
not all of them,
but from my experience,
they are more focused on not screwing things up.
So they are very hesitant.
Even though what you could provide,
maybe the product or service,
could help the company
to generate a lot more revenue,
to save them a lot of money,
to cut costs,
but their mentality is more
well if I bring it up,
there's a chance that this might not work
or it might not work the way that's expected
or I over promise.
So I better not bring anything up.
They don't want to rock the boat.
So you need to make your offer,
your proposal,
what you do so irresistible
and how do you reverse that risk?
How do you protect the downside
and how do you make that look good?
Very important when you're selling B2B.
You're selling to like a mid-level management.
How do you make them look good
in front of their leaders,
in front of their CEOs,
in front of the COOs?
That's very very important for them.
If you can address that
and you make it easy for them to present
and you make it easy for them to say yes
and there's not a whole lot of downside,
if this shit doesn't work,
then you can close the sale with much more ease.
Does that make sense?
Comment below if you want to ask me
more questions about selling B2B
and by the way,
if you have not followed me on Instagram,
make sure you go to @danlok
and follow me on Instagram.
Every single day I post some kind of a quote,
some kind of motivational message
to motivate you and inspire you.
Especially when things get tough.
So make sure you follow me on Instagram @danlok.
I'll but a link somewhere here as well.