Key B2B Sales Stages and Metrics to Track

[nusaiba127]

NEAT sales. It implies a sales scenario in four stages, each of which has its own goal:

needs (core needs). What are the client’s problems, tasks and values?

economic impact. What financial benefit will the client receive from your product or service? A presentation with the message of increasing profits or reducing costs will be an argument in your favor at this stage.

authorities/access to authority. Who makes the final decisions in the company? How can you reach them?

Compelling event. How much time after receiving the client's consent will it take to prepare the documents for the transaction, the product implementation and its adaptation to the customer?

The Sandler System. An original method, not widely used i saudi arabia consumer email list n the Russian Federation, which requires a high level of reflection and the ability to build long-term and reliable relationships with people.

David Sandler, a sales manager, highlights two aspects:

if the client does not need the product, then the conversation should be ended;

It is important for a sales manager to analyze statements and compare them with the audience. Including asking questions: "Am I communicating appropriately and correctly?"

Small talk. In this case, discussion of topics far removed from sales is used as a means of maintaining a conversation. For example, recent news in the media, a new TV series or game. The technique is suitable for use by sales representatives at events and in other informal situations.

Also, such “distractions” can help defuse the situation and switch a little from sales to establishing contact with the interlocutor.

Any stage of a deal is suitable for small talk. It doesn’t matter whether a purchase has taken place or not, the main condition is naturalness. Choose the topic of conversation according to the place and context of communication. Develop skills outside of sales and communicate more often on simple topics to make the presentation easy.

Selling with added value. Here it is necessary to offer the client more than he expects in order to sell additional solutions. The main thing is that they are related to the main product and service and become a truly profitable addition.