R2B Sales Advice (Retail to Business)
Retail to Business (R2B) has become a buzzword in today’s corporate world.
R2B simply means attracting business customers from a retail location, and when said quickly, it sounds very easy. Unfortunately, the truth is that very few organizations seem to be able to provide their retail staff with the tools or knowledge needed to attract business customers.
Most websites focused on B2B sales do not include help and advice for R2B reps looking to improve their skills. So there really isn’t much help on the world wide web.
If you are a retailer looking to increase the amount of CSR business you acquire each month, my advice is to shadow someone in a real B2B position. This is a great way to see first hand the main difference between retail sales and outside sales. In a sales environment, customers come in to see you, while outside sales representatives must invite themselves to the customer’s site.
The number one reason retail sales people fail to make a successful transition to a B2B position or drive corporately responsible traffic to their stores is their inability to make successful cold calls. So if you want B2B work or need to drive corporately responsible business to your retail store – focus on developing your telemarketing and cold calling skills first.
In some ways, you have to forget what you’ve been taught about working in a retail environment and pretend you’re a “rookie” B2B rep.
Remember that in addition to generating more commission and helping your location achieve its goals, developing a talent for selling to business customers makes you more marketable and often leads to advancement to an outside sales position.
Luck.
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