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 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.
Preparing a value proposition and offer
The B2B sales process at this stage allows us to effectively respond to the individual purchasing needs of our client. The more detailed and accurate the needs analysis, the more precise, responding to individual purchasing needs , value proposition and offer we will be able to prepare.
The value proposition should include our response to how the product or service offered solves the individual problems of our potential customer .
a comprehensive answer to the above question and full technical specifications
and indication of quantitative proposals for individual products twitter data or services, as well as information on their prices. It should correspond exactly to the scope of expectations presented by the client. It should not contain additional information that goes beyond the conducted needs analysis (unless this was previously agreed during the talks). This is important because the prepared offer often constitutes an annex to the signed cooperation agreement or is referred to in the content of the completed order form.
In this case, we are again dealing with a great diversity of product complexity, which determines the method of preparation and the scope of offer information. As a comparative example, we can use the very diverse scope of activities presented during the description of the earlier stage of sales – “Needs analysis”.
The result of this stage of the B2B sales process should be the preparation of a specific offer proposal that precisely meets the individual expectations of the potential buyer.