Feb 13, 2020
Difference in Selling - B2B, B2C, Products, Services -
Does it Matter?
On this episode, Mike and Jody
discuss whether or not there is or should be a difference in
selling different products/services.
- Is there a different approach
to selling different things/items i.e. products vs services or B2C
- There is not a difference in
the foundational items related to Sales.
- Sales is about connecting a
problem that exists in the market with a solution that exists in
- Think through the problem you
solve in the market.
- Put yourself in the shoes of
the person with the problem.
- The challenge as a Sales
Professional is figuring out who has the problem, why they have the
problem, what they think about the problem and what they would like
to do about the problem.
- Once you understand the
problem, you can design communication and experiences to support
the customer decision-making process.
- The fundamentals are going to
- The actual vocabulary will
shift depending on what you know about your customer, your business
and the sales rep approach.
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products and services we provide via the following
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