Post by account_disabled on Dec 24, 2023 10:30:45 GMT
Pre-selection. Demonstrations. Comparison of solutions. Argument. Negotiation. Negotiation. Purchase. Conclusion. Purchasing process Selling process Emergence of an internal need. How to generate and qualify leads. Search for information on the Internet. Telephone prospecting on file, database, etc. Identification of stakeholders and best practices. Call for tenders, consultation. Argument under pressure. Analysis of offers. We remain available. Negotiation Price negotiation. Purchase Sale In other words, the buyer has taken back the power. The buyer no longer responds. The buyer is better informed. We often move to pre-purchase: the seller risks becoming a simple order taker.
One of the risks is that when buyers and salespeople meet, a good part of the purchasing process Email Data has already been done. In the best case, the buyer knows what he wants, and the seller's room for negotiation or influence is very small. In the worst case, he has already made a pre-list of possible solutions. We moved to a new commercial relationship: Purchasing process Selling process Emergence of an internal need. Listening to social networks. Search for information on the Internet. Monitoring, information. Identification of decision-makers and influencers. Identification of stakeholders and best practices. Influencer lobbying. Call for tenders, consultation. Argument and free trial. Analysis of offers. Value sharing, exchanges.
Negotiation Negotiation. Purchase Sale The role of the salesperson has changed. Today : – we listen to prospects who are starting their purchasing process – we engage with them according to their interests – we support them during their purchasing process We moved to what we call social selling. Social selling, to put it simply, is the use of social networks to listen to and engage prospects and customers and support them in their purchasing process. Social selling does not mean making LinkedIn the new cold calling tool for salespeople. In this regard, we must not forget that “only” 40% of LinkedIn subscribers recognize that the network has been useful to them in a business development context. That's 200 million people, which is huge; but this also means that for 60% of members, there was no impact.
One of the risks is that when buyers and salespeople meet, a good part of the purchasing process Email Data has already been done. In the best case, the buyer knows what he wants, and the seller's room for negotiation or influence is very small. In the worst case, he has already made a pre-list of possible solutions. We moved to a new commercial relationship: Purchasing process Selling process Emergence of an internal need. Listening to social networks. Search for information on the Internet. Monitoring, information. Identification of decision-makers and influencers. Identification of stakeholders and best practices. Influencer lobbying. Call for tenders, consultation. Argument and free trial. Analysis of offers. Value sharing, exchanges.
Negotiation Negotiation. Purchase Sale The role of the salesperson has changed. Today : – we listen to prospects who are starting their purchasing process – we engage with them according to their interests – we support them during their purchasing process We moved to what we call social selling. Social selling, to put it simply, is the use of social networks to listen to and engage prospects and customers and support them in their purchasing process. Social selling does not mean making LinkedIn the new cold calling tool for salespeople. In this regard, we must not forget that “only” 40% of LinkedIn subscribers recognize that the network has been useful to them in a business development context. That's 200 million people, which is huge; but this also means that for 60% of members, there was no impact.