1) Lead Generation
Lead generation is the process of finding sales qualified leads; people who’ve expressed interest in your product and who you should reach out to! If you have a good understanding of your target audience and the right lead generation software in place, this step should take no time at all!
2) Discovery
The best salespeople know their product inside and out, but they also know their prospect’s business. By undertaking the groundwork required before communicating with your prospect, you’ll be able to give them solutions. This process is called discovery.
3) Qualification
As soon as you have completed your groundwork, it’s time to get on the phone. A sales call’s first section should be focused on determining if the prospect is suitably qualified as a customer.
When focusing on their problems, determine whether you can solve them and, if not, don’t force it! Time is of the essence, and you’ll have lots of other people to speak to if you have a good lead list!
4) Pitch
Ideally, you will have a good grasp of the prospect’s struggles by this point. If so, you can deliver a pitch that is tailored to their needs.
We often avoid detailed scripts in sales because character and charm cannot be replaced by the most detailed sales process. We often rely on our creativity to get results.
If you wish to win the prospect’s trust, your sales pitch should last about 30 seconds. You will want to demonstrate that you have done your research.
5) Objection handling
Often, prospects aren’t prepared to buy right away after hearing your pitch. They will probably have some questions they want to be answered.
The prospect is never wrong when it comes to objection handling.
Instead of flatly challenging a prospect’s objection, reposition your offer in a way that addresses their concern. Chances are they haven’t heard the right information yet.
6) Closing
You have presented the value of your product, you’ve addressed all of their objections, and you’ve convinced them that your solution is worth the investment. This should be the most exciting part of the sales process for your prospects. Talk about prices and negotiate if necessary. Adding some value to the deal may help to seal the deal.
7) Follow up
You should follow up with the prospect after the sales call. Since there are usually many people involved in a B2B purchase, you need to leave a good impression. Make sure your tone is professional and let the prospect know the next steps.
8) Check-In
Now that the prospect has turned into the client, it’s time to check in with them one last time. Now that they’ve experienced the value of your product, it’s time to check in with them. If they’ve been enjoying the product, you can also ask for a case study or referral.
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