How well did the seller use the steps of the sales process to contact

How well did the seller use the steps of the sales process to contact, conduct a presentation and close a sale with a new client? How did they follow-up with the client to ensure product satisfaction and to solidify the importance of the relationship?

How well did the seller use the steps of the sales process to contact

How well did the seller use the steps of the sales process to contact, conduct a presentation and close a sale with a new client? How did they follow-up with the client to ensure product satisfaction and to solidify the importance of the relationship?

More details;

I see some useful answers here, but let me share a tip that always works for our salespeople, first and foremost: be prepared!

Harry Doolittle brought up doing research, and it’s a crucial fact, but I will add a few more that should be included:

  • Know both your prospect and the company they represent

Learn as much as you can about your potential client – both the company and the person (or a group of people) you are going to talk to. Remember that now B2B prospects are becoming more like B2C clients, they demand same buying experience and, therefore, should be given one. They expect you to put some effort into it!

Go beyond simply googling the company’s name and skimming their website. Get to know their product or service, sale size, number of employees, and of course the size of the company.

Check their social media profiles.

  • Know your product

A call is not about the product – I know that. But still, while on the phone with a potential buyer, you need to have decent knowledge of your product. You must know and understand what you’re talking about, even if you will not get into details.

And it’s not only about basic features but also about the technical aspects of what you have on offer. Don’t be too focused on technical specs, but be aware of them.

  • Adjust your offer

When you already know who are you dealing with, use this knowledge. Try to identify the problems of your prospect and show them how your product will solve these problems.

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