4. Conducting presentations and demonstrations

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For example, a visitor leaves contact information in a form on the website. The first time they are contacted to understand what problem has arisen or what difficulties the buyer is having.


3. Determining needs
The business-to-business sales cycle involves studying the buyer's problems. The main goal is to understand which solutions can bring the greatest benefit to his business. This increases the likelihood of a successful deal.

Let's imagine that the manager of an advertising setup agency is calling business owners. If he starts listing the agency's services right away, the owner will most likely not be interested in the offer. If you first talk about the entrepreneur's pain points and then directly tell him how to fix them with the help of the agency's services, you will be able to speed up the closing of the deal with the client.

Find out about the client's personal problems and needs in advance by studying the target audience using open sources. A marketer who understands the target audience's pain points best will help you find an approach to potential clients. This approach will help improve interaction with the client.
The next step is to present the solution in more detail. The manager can conduct germany phone number list a presentation or demonstration of the product, connect people to a trial version or a test period. The goal is to clearly and understandably demonstrate how the product solves specific customer problems and brings value to their business on a daily basis.

For each stage of sales, it is worth drawing up instructions and rules: what the seller should do, how he should react to the answers and actions of clients. This way, the business will be able to make a greater profit, since managers will be able to conclude profitable deals for higher checks.
5. Handling objections
At this stage, the buyer may express doubts or ask questions regarding the product, terms of cooperation or cost. Handling objections requires experience and the ability to provide other arguments or additional information.

In order for managers to understand what to answer when a client says "it's too expensive for me" or "I've seen cheaper prices from competitors", in this case, sales scripts are created, which also consist of examples of handling objections. In general, a salesperson should not read out a sales script developed for interaction with a client. A hint will simply help him confidently conduct a dialogue and justify his offer.


6. Agreeing the terms
When it comes to signing an agreement, the stage of agreeing on the terms of the deal begins. Here, all the details of cooperation are discussed: price, delivery terms, sales volumes, payment terms, guarantees. It is important to conduct negotiations using the win-win principle so that both parties feel like winners.