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When transitioning from selling insurance in a business-to-consumer (B2C) environment to business-to-business (B2B) sales, it's important to remember that closing deals takes more time in B2B. There are usually multiple hierarchy levels and it may take four to five meetings before closing a deal. Avoid being too eager to close the deal immediately as the person in front of you may not have the authority to sign. B2B sales are structured hierarchically, meaning there is always someone in charge, even the CEO answers to someone.
