
Characteristics of B2B Selling:
Multiple decision makers and influencers
Different priorities by different stakeholders
Longer sales cycle
Emphasis on tangible outcomes
May need to sell as a team
Helping customers to win their customers
Mapping what the customer wants with what you do best
The 4 Phases of B2B Selling:
When I'm prospecting or preparing for customers
When I'm engaging with customers
When I'm following through with customers
When I'm negotiating with customers
You contacted a prospective customer to secure an appointment. They responded by saying "we already have something similar, and we are happy with our current supplier".
How would you respond?
You can choose to spend time on good prospects;
Or waste it on lousy ones
How likely would you respond as follows when the customer asks you "how much does it cost" very early in your conversation?
How to Quantify Value:
S Specific
M Measurable (quantifiable, observable, palpable)
A Achievable (Does what the customer wants match our strengths? What are the challenges to overcome?)
R Relevant (Why is this value important to the customer? What are the implications if it is not achieved?)
T Time-frame (When does the customer need to realize this value? Why is there pressure to meet the timeframe?)
Obvious Costs:
Price
Maintenance
Hidden Costs:
Operating costs
Downtime costs
Inventory costs
Opportunity costs
Safety costs, etc.
Types of questions:
Open questions
Closed questions
Clarifying questions
Reframing questions
Combination questions
You had a meeting with a new customer. There are several stakeholders in the customer’s organization involved in the buying process, including your contact person's boss and a few other senior managers. What would be your subsequent steps?
Different customer personas have different and sometimes divergent needs. You will need more than one contact person to see things in a more holistic way
Salespeople who interact with "Champions" have a 31% higher chance of becoming top salespeople
Your customer tells you that they like your solution, but your competitor's price is a lot lower? What would you do?
4 Steps to Handling Objections:
Affirm
Clarify
Suggest
Check
As you might have heard, salespeople across nearly every industry and country face a myriad of challenges that can hinder their success. The most common hurdles include the inability to generate a sufficient number of high-quality leads and prospects, difficulties in accurately qualifying suitable customers, struggles in effectively communicating to uncover hidden needs, challenges in navigating stakeholder relationships to secure the sale, and the inability to address price objections convincingly and close the deal successfully.
These obstacles can significantly impede a salesperson's performance, leading to missed opportunities, stagnant revenue growth, and frustration. Attending traditional sales training programs can be costly and may not always provide the targeted solutions or deliver the desired outcomes, leaving salespeople feeling unfulfilled and lacking the necessary skills to excel in their roles.
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Participants who complete this program will not only gain valuable insights and techniques but will also receive a complimentary Sales Map assessment. This assessment is a powerful tool that helps identify individual strengths and weaknesses in B2B sales, providing a personalized roadmap for further development and growth.
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