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Graham Elliott breaks down the essential differences between B2C and B2B selling, focusing on how to identify decision-makers, understand emotional purchasing drivers, and qualify prospects efficiently for maximum sales success.
• Most B2C purchases involve a single decision-maker within a household, making it crucial to identify and speak directly with this person
• When someone says they need to "check with their partner," your chances of making the sale decrease significantly
• B2C sales cycles are typically very short, often concluding in minutes rather than days or weeks
• Consumer purchasing decisions are heavily driven by emotion, brand perception, and what the product says about the buyer
• Brands represent lifestyles and identities beyond just the physical product being sold
• Qualifying prospects quickly is essential - ask questions about budget, timeline and needs to determine if they're serious buyers
• Every customer deserves a positive experience regardless of whether they buy immediately
• Building a good reputation in your local market is vital for repeat business and referrals
• Objections from customers are usually requests for more information, not rejections
• Understanding the four customer types helps you adapt your sales approach for different personalities
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Graham Elliott

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