B2B products are common and without passion
Most products to sell in B2B are not really exiting as they are well defined, up to a certain level of quality, refined and sold based upon facts, figures and references.
The passion and feelings are more related to consumer products.
The passion is in the differentiators
However in any product, even in B2B, there is always possibility to find a minimum of passion and subjectivity. If your product is 100% compatible with the same product of the competitor then you can only sell on price. In most cases you don’t sell on price only as there are always small or major differences and specific functions, features or quality of which you can be proud of – and more important you should make the potential customer aware of and make him proud too having bought the better product.
Sell dreams in B2B
Thus even in B2B you need to sell dreams. Dreams of the better product you sell and they buy. This will increase your sales as you add feelings and passion to your sales pitch. Even if the product is boring and common, try to find the bit extra that sparks some passion.
Sell the dream instead of the product.
What do you sell ?
How do you sell ?
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