The stages of sales: understanding and mastering the B2B sales cycle
Posted: Sat Dec 21, 2024 4:27 am
Are you struggling to convert your btob prospects into customers? Is your turnover no longer progressing and your salespeople are no longer as successful? Analyzing and understanding the sales process is essential to choosing the right arguments and excelling in sales prospecting! Here are the 7 steps to selling :
Preparation and understanding of client needs;
Making contact ;
The argument;
Handling objections;
The negotiation phase;
The conclusion of the sale;
Taking leave.
Proinfluent breaks down these 7 steps to help you improve your performance and make your professional meetings a success!
The stages of sales: understanding and mastering the B2B sales cycle
What are the 7 stages of sales?
1. Preparation and understanding of the client's needs
Before meeting your prospect, you must of course gather information about him. The goal is above all to accurately understand the customer's expectations and real needs. It is therefore impossible to go to your appointment without having done your own research beforehand!
the stages of the sale
It is about knowing how to answer many questions, preferably open-ended. To do this, it is relevant to use the “QQOCQP” method. This acronym stands for “Who, What, Where, How, Which, Why?” This questioning allows you to identify your client and adopt the most appropriate commercial approach to hit the target.
For example, try to understand:
What are your reasons for purchasing?
Why do you use their services?
What needs are you trying to meet?
How do you usually deal with sellers?
However, don't make the mistake of asking only about your interlocutor! Also find out about their company and the people who make the decisions! In fact, your interlocutor may not be the only decision-maker within the site and sometimes it is necessary to convince several people during an interview.
N'hésitez donc pas à récolter le plus de données possibles, afin d'être totalement prêt le jour J. En cernant le kiss principal de votre client, vous savez quelle stratégie mettre en place pour viser juste et lui apporter l'aide dont il needs.
Do you want to find professional clients every month? Do you want appointments with qualified people? Register for our 100% free online conference to learn how to find clients with the mastered power of LinkedIn™!
2. Make contact
As the name suggests, networking is about breaking the ice with your client and explaining your approach. It's about making a good impression so that the interview goes as smoothly as possible. Your client is meeting you or exchanging with you for the first time! Show them that, in your company, every client is considered a trusted partner and that your priority is to meet their needs.
For this second stage of the sales cycle , put the odds in your favor to show them that you are the expert they need to promote and develop their business.
image
A LinkedIn™ profile
20 times more efficient.
Download the verification list
100% free. I agree to the privacy policy respectfully . It's not spam.
To do this, make sure you are punctual, wear appropriate clothing for the situation and reassure your client. They should feel that you and your company have particular experience and knowledge.
Specifically, if you follow the 7 sales steps in order and collect data upstream, you show your target that you are really interested in their problem and that you are looking for a solution to their problem. In particular, you show that you are concerned about their situation and it is a method that attracts a lot of leads, whatever their customer profile.
It's been proven that the first few seconds are crucial to cambodia whatsapp number data making a good impression! In addition to your outfit and facial expression, the way you speak, behave, gestures and voice also allow your client to decide whether or not they want to build a relationship of trust with you.
However, don't put pressure on the elements that you cannot change and that are part of you! Instead, try to focus on other points, such as your ease of expression and your general demeanor (smiling, cold, warm, etc.).
3. Argument
During this third stage of sales, you present your commercial arguments to prove that your service, your product, is the tool they need to grow and increase their revenue. You have collected valuable data about your customer upstream and this allows you to anticipate objections, but also to understand what arguments need to be presented to convince them.
The basis of the argument is not to offer a monologue, but to leave room for a fair dialogue, where everyone can present their point of view on the issue.
Preparation and understanding of client needs;
Making contact ;
The argument;
Handling objections;
The negotiation phase;
The conclusion of the sale;
Taking leave.
Proinfluent breaks down these 7 steps to help you improve your performance and make your professional meetings a success!
The stages of sales: understanding and mastering the B2B sales cycle
What are the 7 stages of sales?
1. Preparation and understanding of the client's needs
Before meeting your prospect, you must of course gather information about him. The goal is above all to accurately understand the customer's expectations and real needs. It is therefore impossible to go to your appointment without having done your own research beforehand!
the stages of the sale
It is about knowing how to answer many questions, preferably open-ended. To do this, it is relevant to use the “QQOCQP” method. This acronym stands for “Who, What, Where, How, Which, Why?” This questioning allows you to identify your client and adopt the most appropriate commercial approach to hit the target.
For example, try to understand:
What are your reasons for purchasing?
Why do you use their services?
What needs are you trying to meet?
How do you usually deal with sellers?
However, don't make the mistake of asking only about your interlocutor! Also find out about their company and the people who make the decisions! In fact, your interlocutor may not be the only decision-maker within the site and sometimes it is necessary to convince several people during an interview.
N'hésitez donc pas à récolter le plus de données possibles, afin d'être totalement prêt le jour J. En cernant le kiss principal de votre client, vous savez quelle stratégie mettre en place pour viser juste et lui apporter l'aide dont il needs.
Do you want to find professional clients every month? Do you want appointments with qualified people? Register for our 100% free online conference to learn how to find clients with the mastered power of LinkedIn™!
2. Make contact
As the name suggests, networking is about breaking the ice with your client and explaining your approach. It's about making a good impression so that the interview goes as smoothly as possible. Your client is meeting you or exchanging with you for the first time! Show them that, in your company, every client is considered a trusted partner and that your priority is to meet their needs.
For this second stage of the sales cycle , put the odds in your favor to show them that you are the expert they need to promote and develop their business.
image
A LinkedIn™ profile
20 times more efficient.
Download the verification list
100% free. I agree to the privacy policy respectfully . It's not spam.
To do this, make sure you are punctual, wear appropriate clothing for the situation and reassure your client. They should feel that you and your company have particular experience and knowledge.
Specifically, if you follow the 7 sales steps in order and collect data upstream, you show your target that you are really interested in their problem and that you are looking for a solution to their problem. In particular, you show that you are concerned about their situation and it is a method that attracts a lot of leads, whatever their customer profile.
It's been proven that the first few seconds are crucial to cambodia whatsapp number data making a good impression! In addition to your outfit and facial expression, the way you speak, behave, gestures and voice also allow your client to decide whether or not they want to build a relationship of trust with you.
However, don't put pressure on the elements that you cannot change and that are part of you! Instead, try to focus on other points, such as your ease of expression and your general demeanor (smiling, cold, warm, etc.).
3. Argument
During this third stage of sales, you present your commercial arguments to prove that your service, your product, is the tool they need to grow and increase their revenue. You have collected valuable data about your customer upstream and this allows you to anticipate objections, but also to understand what arguments need to be presented to convince them.
The basis of the argument is not to offer a monologue, but to leave room for a fair dialogue, where everyone can present their point of view on the issue.