Needs analysis
Posted: Mon Jan 27, 2025 4:48 am
Once we have contacts with specific buyers who are interested in learning the details of our offer, it is time to attempt to complete the transaction.
In the B2B sales process, a key stage is therefore the proper conduct of a needs analysis . Of course, this is a very individual task that must be adapted adequately to the industry and specifics of the activity of both the buyer persona and us as the offeror.
You don't have to look far for examples of the dramatic diversification of purchasing needs and their level of complexity. A lady running a small flower shop, who expects a delivery of fresh flowers every twitter data morning, those that sell best, or a lady running a small wedding fashion salon, who orders additional products in the form of accessories for her clients, will have completely different expectations than, for example, a manufacturer in the furniture industry, who plans to equip its production hall with an industrial robot and new machines or purchase a dedicated ERP system with individually designed functionalities in individual modules.
In any case, this sales stage is extremely important for the entire B2B sales process, because it is the basis for developing an individual offer solution expected by a potential buyer. It is not possible to prepare a proposal that meets the individual needs of a customer if they are not known to us or have not been specified in an appropriate manner. The more precisely we conduct a needs analysis and learn about the preferences and expectations of our business partner, the better and more accurately we will be able to respond and submit a precise proposal for cooperation on our part.
The result of this sales stage should therefore be a thorough identification of the potential buyer’s needs in order to prepare a tailored offer.
In the B2B sales process, a key stage is therefore the proper conduct of a needs analysis . Of course, this is a very individual task that must be adapted adequately to the industry and specifics of the activity of both the buyer persona and us as the offeror.
You don't have to look far for examples of the dramatic diversification of purchasing needs and their level of complexity. A lady running a small flower shop, who expects a delivery of fresh flowers every twitter data morning, those that sell best, or a lady running a small wedding fashion salon, who orders additional products in the form of accessories for her clients, will have completely different expectations than, for example, a manufacturer in the furniture industry, who plans to equip its production hall with an industrial robot and new machines or purchase a dedicated ERP system with individually designed functionalities in individual modules.
In any case, this sales stage is extremely important for the entire B2B sales process, because it is the basis for developing an individual offer solution expected by a potential buyer. It is not possible to prepare a proposal that meets the individual needs of a customer if they are not known to us or have not been specified in an appropriate manner. The more precisely we conduct a needs analysis and learn about the preferences and expectations of our business partner, the better and more accurately we will be able to respond and submit a precise proposal for cooperation on our part.
The result of this sales stage should therefore be a thorough identification of the potential buyer’s needs in order to prepare a tailored offer.