Confira as melhores técnicas de vendas para aplicar no B2B

4 técnicas de vendas B2B para aumentar a performance do seu time comercial

Vendas B2B têm maior ticket médio, recorrência e previsibilidade. No entanto, as tratativas desse modelo comercial são mais complexas, o que leva a uma negociação mais longa e detalhada.

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Por isso, é importante dominar técnicas para gerir e acelerar as vendas B2B. Acompanhe o conteúdo e saiba quais são.

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Busca criar um atendimento personalizado. Os pontos principais são: Situação Problema Implicação Necessidades Conheça bem o seu cliente e entenda como sua empresa pode ajudá-lo.

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Essa técnica propõe uma solução para um problema que já foi demonstrado anteriormente. Tenha conhecimento sobre o cliente e escute suas dúvidas para então propor saídas eficientes.

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Nessa abordagem, o vendedor oferece produtos ou serviços adicionais ao que o cliente adquiriu. Ofereça algo que faça sentido naquele momento e cuidado para que a venda não seja invasiva.

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Nessa técnica o vendedor oferece um upgrade de um produto ou serviço que o cliente já possui. Entenda as necessidades do seu consumidor e veja o que faz sentido para ele.

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Confira o conteúdo completo no blog Marketing para Indústria e potencialize suas negociações.

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4 técnicas de vendas B2B para aumentar a performance do seu time comercial

Vendas B2B têm maior ticket médio, recorrência e previsibilidade. No entanto, as tratativas desse modelo comercial são mais complexas, o que leva a uma negociação mais longa e detalhada.

Por isso, é importante dominar técnicas para gerir e acelerar as vendas B2B. Acompanhe o conteúdo e saiba quais são.

Busca criar um atendimento personalizado. Os pontos principais são: Situação Problema Implicação Necessidades Conheça bem o seu cliente e entenda como sua empresa pode ajudá-lo.

SPIN SELLING

Essa técnica propõe uma solução para um problema que já foi demonstrado anteriormente. Tenha conhecimento sobre o cliente e escute suas dúvidas para então propor saídas eficientes.

SOLUTION SELLING

Nessa abordagem, o vendedor oferece produtos ou serviços adicionais ao que o cliente adquiriu. Ofereça algo que faça sentido naquele momento e cuidado para que a venda não seja invasiva.

Cross-selling

Nessa técnica o vendedor oferece um upgrade de um produto ou serviço que o cliente já possui. Entenda as necessidades do seu consumidor e veja o que faz sentido para ele.

Up-selling

Confira o conteúdo completo no blog Marketing para Indústria e potencialize suas negociações.

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