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B2B Sales Calls
This document discusses key aspects of the B2B sales call process. It emphasizes the importance of having a clear process, doing thorough preparation and research on prospects, using persuasive techniques to get meetings, and prioritizing prospects and opportunities. The process involves targeting prospects, assessing needs, demonstrating solutions, negotiating terms, and closing deals. Preparation involves understanding prospects' problems and customizing the pitch based on research. Persuasion tips include leaving evening voicemails when prospects aren't busy and mentioning competitors. Prioritization means setting clear agendas, doing discovery to understand prospects, and moving opportunities forward through the sales process.
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B2B Sales Calls
- 1. THE SALES CALL BUSINESSTO BUSINESS
- 2. B2B SALES CALLS CONTENTS ▸Process ▸ Preparation ▸ Persuasion ▸ Prioritization
- 3.
- 4. BEFORE YOU CALLA PROSPECT, KNOW YOUR PROCESS. PROCESS
- 5. PROCESS A TYPICAL SALESPROCESS ▸ Targeting and reaching relevant buyers (Prospecting) ▸ Intro call & needs assessment (Discovery / Qualification) ▸ Demo, product Q&A, objections (Evaluation) ▸ Pricing, business terms and negotiation (Business Terms) ▸ Closed (Deal)
- 6. PROCESS ANY GOLFERS? ▸ Whycan I beat my dad at golf even though I play once a year and he plays every weekend?
- 7. PROCESS SELLING MOTION ISMUSCLE MEMORY ▸ My dad carries 14 clubs in his bag. He lets distance determine which club he should use ▸ He shanks probably 40% of his shots ▸ I only use 4 clubs (hybrid 3 wood, 7-iron, pitching wedge, putter) ▸ I shank maybe 5% of my shots ▸ But I’d shank 60% if I tried using the other 9 clubs ▸ I’ll take a short shot off the tee but in the fairway over half my shots in the woods any day
- 8. FOCUS ON THECUSTOMERS AND PROBLEMS YOU KNOW AND SOLVE WELL. PROCESS
- 9. BUILD MUSCLE MEMORY, STICKTO YOUR PROCESS, ITERATE AND LEARN. PROCESS
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- 11. PREPARATION A SALES CALLIS AN INTERVIEW ▸ Just like convincing someone to meet with you for an “interview”, you should be ready to explain how you create value for them ▸ Just like an interview, this isn’t about you, this is about solving their problem ▸ There is no excuse today to not have a head start on what their problems may be (and whether you can solve them)
- 12. PREPARATION HOW DO YOUDO YOUR HOMEWORK?
- 13.
- 14. INSPIRATION IS FOR AMATEURS.THE REST OF US JUST GET UP AND GO TO WORK. Chuck Close PERSUASION
- 15. PERSUASION LESS SCARY THANDATING ▸ Prospecting is way less scary than asking someone out on a date ▸ You are confident that you: ▸ Have a solution that solves a problem ▸ Have identified someone that likely has the problem you solve ▸ The worst thing that can happen is that a prospect doesn’t answer or says, “No, I’m not interested.” ▸ That’s way better than public shame of getting denied by your high school crush
- 16. PERSUASION A FEW HANDYTRICKS ▸ Leave voicemails in the evening. ▸ Execs aren’t in meetings at 7pm, and they typically aren’t in the office either so you can focus on your voicemail pitch ▸ Mention competitors in emails and voicemails ▸ “I just spoke to a contact at Company X who mentioned that your business was really taking share from them, I thought I might be able to help with ….” ▸ Keep it custom and personalized ▸ Anything that looks remotely like a form email goes directly into the trash, and often clicked as spam
- 17.
- 18. SHE ALREADY SAIDYES. NOW YOUR JOB IS TO NOT MESS IT UP (BY TALKING TO MUCH). Alex Hitchens PRIORITIZATION
- 19. PRIORITIZATION YOUR JOB ISTO LISTEN ▸ Set a clear agenda. Send it in advance (looks profesh and sets expectations) ▸ Do discovery. Make them talk. Learn their priorities. Learn their timelines, decision making process, influencers, your competition ▸ Move the ball forward. Ask permission to setup the next meeting (or next stage in your process), send a recap
- 20. PRIORITIZATION A FINAL THOUGHTON LISTENING ▸ If you are talking more than 50% of the time, you are just pitching and not learning ▸ People like to be heard. When someone leaves a call or a meeting where they spoke a lot, they feel better and happier ▸ Listening is the fastest way to learn. Learnings can be applied to your next prospect
- 21.