Why positioning yourself as a problem-solver can win over customers in B2B

For any b2b enterprise it takes a lot of expertise and experience to streamline sales processes and achieve the desired results. Though challenging; sales can also be rewarding in terms of achieving milestones even more so if you succeed at implementing practical and agile practices.

Customer is the present and future for any sales goals to be achieved. Understanding the needs of your customer is key to increasing the quantity and quality of leads for better business prospects. Here are a few tips to up your sales game and how a more agile approach can help.

Conversations:

If there’s anything that one can look forward to in terms of evoking a positive response from the prospects, it’s having a meaningful conversation. Everyone needs a human connection and sales and marketing is based on human interaction that is meaningful, insightful and helpful. An authentic conversation is what the market needs today and customers are looking for this human connection for trust and credibility.

Organizations and sales teams who intend to strike up such conversations and establish communication to bridge the gaps of ambiguity are clearly having many followers and more and more customers wanting to buy from them. Communication is a great way to understand their needs, analyze their customer journey and create a relationship that goes beyond numbers. This is a sure way to up your game when it comes to elevating the sales results.

Listen to your customers, and have genuine empathy to know what they are saying. Listen with intent, with the willingness to be in their shoes and analyzing problems from their perspective and to know what it is that will make them think of you as a solution provider.

Positioning as a problem solver:

More often than not, b2b customers are driven by what they are recommended on social media or who have they been following digitally or how an offer in that e-mailer in their inbox has aligned with their needs.  Sales professionals can make it less of selling and more of sharing insights and knowledge that can help them arrive at a solution for any of their business challenges and ultimately drive them to take a decision to do business with you. It is all about how you solve their problems or how you position your brand as a problem solver and a solution provider based on your understanding of their challenges grasped through meaningful conversations that makes all the difference in today’s market climate.

Conclusion:

Demonstrative examples, case studies, organizational use cases and other content that highlights how you have solved customers’ problems can build the necessary trust and credibility with your prospect. An effort that helps them see your value proposition or service is important before any buying decision. Therefore, conversations that build relationships and a problem solving approach can augment sales in b2b.