Enhance Your Customer Prospecting Process for Higher Education

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a friend of mine came to me and he was a superstar in selling insurances b2c environments and he asked me said michael how how do i succeed in b2b sales because he wanted to do much larger deals and he wanted to have a different approach he basically wanted to learn something new and a new techniques and i told him well look the first thing you got to remember when you come from b2c and you move over to b2b is that one you cannot always be closing the deal because in b2b it simply takes more time you have more hierarchy things are different you'll probably need four to five meetings so be closing the next step the next meeting but don't be so eager to close the deal today get the signature the person in front of you can probably never sign what you're offering them right so don't go like a madman after that closing in the beginning secondly b2b is fundamentally always structured hierarchical meaning that they always have a boss they have a board even the ceo has a boss you always need to go there the bigger the amount the higher the hierarchy the longer it will take it's just the nature of b2b so dear b2c friends calm down just go with that flow thirdly and that's something you you see less in b2c b2b there's a lot of value based selling you need to offer knowledge people are interested in talking to you if you're explaining something they don't know they're not aware of or you can actually educate or even just inspire them but the value-based approach of giving something and explaining that is why they want to talk to you they want to have insights into the market something they didn't know they want to inside have insights into competitors even or how would you do certain things so you have to really get your skills a few levels up to do the value-based game and last but not least they always say your word as much as your network but do not underestimate the people you know especially especially in b2b the way you build trust in the beginning is by actually knowing several people and if they can introduce you you get an immediate shortcut to the right person because in b2b going up to somebody walking up to somebody and talking to them for the first time it's very different than in a b2c environment in a b2c environment you can kind of force your way in in a b2b environment you always have people blocking gateway keepers like secretaries but also a lot of other people in departments that will just block your pot but if you get an introduction from one ceo that says you gotta talk to that person there they will open the doors for you big time so if you want to be successful in b2b i would start with those four and they will give you a tremendous base to actually grow your skills within the b2b sales environment of course if you subscribe to my channel there is a much more that you can learn on how to be the best and succeed in b2b sales [Music] you