Dear friend,
What is the product of that company? Your presentation will depend on that.
"Nuts and bolts" is predominantly a B2B product. But it need not be high-value sale. Contrast this with some capital equipment whose value may be in Crores. How can you place both on equal footing?
In the sale, it is not just type of product either B2B or B2C that matters but value of the sale also matters.
Anyway following are the features of the high-value sale:
a) These products cannot be sold on body language or eye contract i.e. outward features of the salesperson or personal qualities of salespersons. Salesperson has to be quite methodical. Thorough product knowledge is necessity.
b) From buyer's side more than one person is involved in decision making process. In some cases, there could be a team comprising project, finance, production, quality and admin professionals. Therefore, salesperson need to be capable to address queries from any of these professional.
c) Higher the value of the product higher is the involvement of top management.
d) Buyers are cautious as buying does not happen on impulse. They will weigh their options carefully. Hence the decision making process becomes slow.
e) Buyers may use "Evaluation Techniques of Capital Purchase". Therefore, your product must withstand competition with other companies. Obviously, salespersons also need to learn these techniques. Learning these techniques will require above-normal IQ.
f) Company needs to have well-researched sales process. Salesperson must follow this sales process. You don't require process to sale low-value products or articles.
g) Default or delay in installation of the capital equipment may result in payment of hefty penalties that buyer may impose.
Hope the above points suffice your purpose.
Thanks,
Dinesh V Divekar
Beware of false knowledge; it is more dangerous than ignorance.