The more accurately you understand the customer's

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needs and product line, the easier it is to offer these additional solutions. For example, offer installation and team training services for new equipment in the workshop. Do not forget to convey the value of the additional offer, and do not just add them one after another.

Ben Hunt's Ladder. A method by the author of the book "Website Conversion: Turning Visitors into Buyers!" Its essence is to consider what step of the "ladder" the buyer is on, and choose a sales strategy based on this.

For example, if a person is already at the stage of choosing between three companies, do not start by delving into the problem, but move on to your advantages.

Ben Hunt's Five Steps of Recognition Ladder:

indifference - not aware of the problem;

awareness - there is an understanding of saudi arabia consumer email list the problem and a willingness to solve it;

comparison - search for a profitable solution;

choice - there are several options left;

purchase.
Top B2B Sales Trends 2025
Technological development and generational change affect global business processes, including B2B sales.

Therefore, we recommend monitoring innovations, the market situation and the transformation of customer needs, so as not only to catch up with competitors, but to be able to get ahead of them.

To do this, it is worth paying attention to the following B2B sales trends:

The emergence of a new type of decision maker. Now decision makers are zoomers and millennials, who differ in thinking and behavior from representatives of the older generation.