That’s right: choosing to delve into one strategy rather than another is fundamental. Because the budget is not unlimited and resources are limited. Focusing on activities that promise a return in terms of profit is as tempting as it is challenging. Continue reading this article to help the sales team concretely achieve their goals. 5 best practices are enough to already see excellent results. Practices to Close More Deals.
The final presentation influences the b2b sales result
A statement like this may seem obvious: it is clear how the presentation, shared with the potential customer in the final stages of the negotiation. Influences the result. Very often, however, not much attention is paid to this element which. More often than not, represents the deciding factor in choosing between different competitors.
In this very decisive phase of the purchasing process. The buyer would like to obtain concrete information and data, which obviously concern the business objectives. However, what very often happens is that presentations to potential customers are focused on the company that offers the service. All this is of very little interest to those who are about to sign a contract for the provision of a service.
The advice is to review the approach to the buyer. Also through the presentation, updating it with the aim of placing the lead and their challenges at the center. It is therefore appropriate to focus on what can be done to respond to the different needs, also leveraging past business results obtained in similar scenarios.
It is important to try to illustrate, as accurately as possible, the business results that they can expect
increased sales
higher profits
efficiency
Whatever the advantage for a potential customer, this must be at the center of the presentation.
One last piece of advice on this: why not lead the buyer to imagine how their business will transform and how they will feel when they reach their goals? Generating an emotional connection is also essential for loyalty!
Ask the right questionsAnother tip to help B2B sales close more deals is to ask the right questions; unfortunately, this is rarely done, because it is believed that customers should always be the ones to raise doubts and issues.
B2B sales
The company also has an interest in closing as many deals as possible, so it can be useful to train. The sales team to take a different approach, based on asking for feedback from the buyer. Here are some questions that, if asked in the right way. Will help improve the outcome of the deal and make salespeople understand if they are going in the right direction. If they should change something in their strategy.
Did you get what you expected from this meeting?
It may seem like a very trivial question, but if the answer is no and it is highlighted that some area of interest was not covered, then it is essential to get back into the game. Adjusting the shot for future meetings. Furthermore, with this question, the customer perceives that the most important thing for the company is not closing the contract, but the lead’s satisfaction with the services offered.
The next question is more difficult to ask, but asking it can be very important to get valid input
Is there anything you think might prevent you from moving forward with us?
If this question raises doubts or fears, then it is the company’s job to dispel them and encourage the buyer to trust what they say.
Who else will contribute to the outcome of the negotiation?
When it comes to new collaborations and budgets to be reserved, it usually has to go through the higher levels and the final decision is also made by other figures in the company. Showing interest in who will participate in the evaluation and approval or not of the offer, in addition to highlighting your proactivity, is a sign of genuine interest. At this point, you could also propose a meeting with the board of directors or whoever, showing even more confidence in your offer and taking the opportunity to shorten the sales cycle.
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Provide more educational content during the sales process
The next point is relatively easy to achieve because buy special databaselist the marketing department, in general, already produces a lot of valuable content.
It is a good idea to collect all the information, the texts of the site and blog, the videos, whitepapers and eBooks and everything produced so far in terms of afb directory branding. Once you have studied all the content, it is a good idea to think about how – and in which phase of the buyer’s journey – to use it.
The b2b sales process is extremely dynamic and all valuable educational content can play a key role; offering potential customers educational content during calls or presentations is a quick way to make yourself known, appreciated and, consequently, generate trust.
The more material you use to educate buyers, the shorter the sales cycle and the higher the closing rate.
Don’t underestimate the figure of technical sales
This is one of the most effective ways to help the sales team achieve their business goals.
Bringing in experts, such as technical sales, during the sales process adds value, thanks to:
valuable insights
expertise
credibility
In addition to helping salespeople better understand prospects’ needs, they can help personalize potential solutions and improve the strength of their recommendations, through customer experiences and similar situations.
Unlike salespeople
These figures are technical experts in the field and offer practical input to overcome any operational challenges.
To consider this idea, it is not necessary for technical salespeople to be physically present: if there are reference figures in the company who fill this role, they can be asked to volunteer to record videos, demos and digital guides to specifically address customer problems and challenges. Salespeople can then use this highly specialized content during the buying process, allowing prospects to gain a technical perspective, in an on-demand format.
These videos will also help prospects
Feel confident about the company’s proposition; Again, adding experts to the sales process can significantly benefit the sales process by helping to streamline the cycle and increase the close rate.
