Own or someone else’s? This question sometimes takes center stage when comparing B2B and B2C sales. Some argue that spending one’s own money is harder than spending someone else’s, which leads budget holders to make more reckless decisions. Others, however, contend that it’s actually more difficult to spend someone else’s money, as a personal sense of responsibility and a lack of complete understanding of what the money owner truly needs complicate the decision-making process.
The perspective of Parkinson on the so-called is interesting. point of indifference It is claimed that there is a certain point after which money becomes an abstraction for the decision-making subject. A company finds it easier to pay $200,000 than $1,350, and no one will even question, “Why such a round figure?”
At the same time, I also want to join this discussion, and I’ve even picked out a white horse for it. So, dressed in white, I assert that happiness does not lie in money. In both B2B and B2C sales, there will always be the objection that there is no money. Was there ever a prestigious award given for proving that… “There’s no money.” — always. The wording, however, sounded like this: “A household always spends not the money it has, but the money it expects to receive.” In other words, by the time you arrive with your product, everything has already been spent and accounted for. Legal entities also adhere to this principle, with their budgets and plans.
It turns out that you can only sell something when the buyer feels a greater importance for your product compared to what they were already planning to buy. If the buyer’s plan is to purchase a television, you can only sell them a refrigerator when they realize the greater importance of the refrigerator compared to the television. Based on this, B2B and B2C are not really that different.