All the selling steps of B2B sales you need to know
Whether you are already working as a B2B marketer, or you want to become a one, you should have a clear understanding of the B2B sales process. Then you know the role that you have to play in each step. While keeping that in mind, let’s take a look at the selling steps of B2B sales that you need to be aware of.
- Generating leads
Lead generation is a process of identifying sales-qualified leads, or persons who have demonstrated an interest in the service or product and should be contacted. This phase should never take ages at all if you have a strong grasp of the total market potential and the correct lead generating tools in place.
Every excellent salesman should be well-versed in their goods. Every effective salesperson should also have a thorough understanding of their prospect’s industry. You’ll be able to propose answers to prospects if you do the homework and attempt to grasp their problem areas before speaking with them. This level of research helps you prepare for selling discovery calls.
It’s time to pick up the phone now you’ve laid the foundation. You should examine the prospect’s potential as a client throughout the initial portion of your sales call. Ask them open-ended inquiries, toss in some corporate jargon, and concentrate on their issues to see if you can fix them. If it isn’t working, don’t push it! Time is money, and if you’ve a decent lead list, you’ll have other people to talk to!
You should have a solid notion of the difficulties the possibility is facing at this time. If that’s the case, you’ll be able to create a pitch to solve their difficulties. This is when your imagination comes into play. We generally avoid extensive scripts since even the most precise sales procedure in the world can’t substitute charisma or charm. A solid sales proposal should be no more than 30 seconds long. You’ll need to demonstrate to the prospective you’ve done your homework throughout this time.
- Handling objections
Rarely will a prospect be ready to purchase right after hearing your proposal. They’ll almost certainly ask some questions, which you’ll have to respond to. When it comes to resolving objections, the prospect is always right. They’ll hang if you flatly disagree with a prospect’s argument. Instead, pay attention to what they’re doing to say and adjust your offer to address their concern. Most likely, they haven’t yet received the correct information.
You’ll build up an arsenal of complaint resolutions over time. Listening to the objection, recognize it, and suggest a plausible remedy until then. It’ll be time to seal the transaction if all goes smoothly.
For the prospect, this step of the B2B selling process will be the most thrilling. You’ve proved the value of your product, addressed all their concerns, and persuaded the prospective that the solution is a worthwhile investment!
Discuss pricing and, if necessary, bargain. Adding some free value to the sale may help it go across the finish line. Before the call closes, be sure to go through all of the remaining stages, including communicating with all the stakeholders who really need to sign onto the agreement. This will guarantee that there are no unexpected stumbling blocks along the route; the signed contract is now in sight!
- Keep in touch
Send a follow-up email to the prospect after the sales call. Because of the large number of persons involved in a B2B transaction, it’s critical that you make a strong first impression! Maintain a professional tone and provide future steps. Include a synopsis of the chat or a recording of it, as well as any other pertinent information. Leaving the interaction on a favorable tone will allow for upsells and repeat sales. Plus, if you want to continue to work with the new customer, you’ll be establishing a positive working connection right away.
Congratulations! The prospect has turned into a customer. There’s just one more step to go. It’s important reaching out to the customer one final time after you’ve waited for them to recognize the value of a product. To see how they’re doing, check in with them.
You may not only get wonderful feedback from this phase, but you can also ask for a case study or recommendation if they’ve been enjoying the product. This will provide you with a fantastic new lead with which to begin the B2B prospecting process!