While many of the skills required for B2B sales positions are the same as those required for B2C sales positions, there are some key differences, differences that every company and individual salesperson needs to be aware of. In today’s article, we’re going to answer the question, “What is the difference between B2B and B2C sales”, by taking a look at the unique skills needed to succeed in each field.
What Is the Difference Between B2B and B2C Sales and What Unique Skills Are Needed for Each?
For the sake of completeness, let’s start with a quick definition of these two types of sales activities:
- B2B Sales – B2B stands for business to business and includes any type of sales or marketing that is targeted at business clients rather than individuals.
- B2C Sales – B2C stands for business to consumer and covers all types of sales and marketing that is directed at individual consumers rather than other businesses.
With our definitions out of the way, it’s time to move on to the main course: the key differences between a typical B2B and B2C sales process, and the skills required to implement them effectively.
Primary Differences Between B2B Sales and B2C Sales
When considering the differences between these two sales disciplines, it can be very informative to focus on the unique skills needed to thrive in each one:
Unique B2B Sales Skills
Among the most important skills that are needed in the B2B sales arena but not necessarily in B2C sales are the following:
- Coordination Skills – Many business sales involve more than one stakeholder, which is why the ability to coordinate is an essential skill for B2B sales experts.
- Staying Power – B2B purchases are often completed over a period of months rather than minutes or hours, making staying power a great asset to any B2B sales representative.
- Ability to Build Long-Term Relationships – Many B2B relationships last for years, which means you must be able to establish and nurture long-term relationships with your B2B clients.
There are, of course, many more skills that come in handy for B2B sales specialists but those listed above are of crucial importance in our opinion.
Unique B2C Sales Skills
In order to make it to the top in B2C, the following skills are required in almost all market sectors:
- Interpersonal Skills – Interpersonal skills are important in all sales environments but particularly in consumer sales where any deficiencies are quickly exposed in 1-2-1 selling situations.
- Ability to Play the Numbers Game – Most B2C sales positions involve a high number of leads, which may not always be as well qualified as those in B2B sales environments. Because of this, a B2C specialist needs to be able to cope with a high-volume sales environment.
For further insights into the distinction between B2B and B2C sales, please feel free to reach out to us. We would be delighted to provide you with the necessary information and elaborate on our sales courses and negotiating programs that we offer.