Learn the top sales strategies and sales techniques to close more B2B sales.
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Timestamps
00:00 Intro to 5 Tips To Close More B2B Sales
00:26 Qualify Prospect Before Selling
01:58 Focus on Pain
04:05 Uncover Desires and Pleasures
05:34 Uncover Hidden Decision Makers
06:58 Set Up Clear Next Steps
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Close More B2B Sales Intro
No matter how great of a product or service you have, if you can't sell it, well, you can't generate any revenue. That's why it's critical to master the foundations of B2B sales and turn strangers into paying customers.
Qualify Prospect Before Selling
The first step of B2B sales is to qualify your prospects before selling. Most salespeople make the mistake of selling and pitching too early. Instead, you'll want to ask questions to understand the prospects' pain. Have prospects earn the right to buy from you instead of you chasing after them. The first qualification step is to see whether there is a real need for your sales prospect to buy your product or service. The second qualification is to see if the prospect has the money to purchase your product or service.
Focus on Pain
The next step of the B2B buying process is to focus on the pain. What problems and challenges does the prospect face right now, and they are willing to pay money to make that problem go away. You'll want to find something called a "bleeding neck" problem. In B2B sales prospecting, this is one of the most important things to do because if you cannot identify your pain, you can not generate any sales. This is true no matter how much energy you put into lead generation, sales prospecting, and closing. No pain, no sale.
Uncover Desires and Pleasures
Once you have uncovered your prospects' pain, the next step is to uncover their desires and pleasures. For example, in an ideal world, what would your prospect want. What would their perfect day look like?
Uncover Hidden Decision Makers
We have the next B2B sales process to uncover the hidden decision-makers you need to involve before a sales deal is closed. A B2B sales tip is to ask your prospect if there's anyone else they should involve before moving forward.
Set Up Clear Next Steps
The final B2B sales technique we have for you to close more B2B sales is to set up clear next steps. Prospects and you, as a seller, should always know the objective of every meeting.
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Patrick Dang is an international sales trainer who started his career at Oracle in Silicon Valley and quickly became one of the top performers in North America in just one year.
After gaining experience in both the enterprise and startup world, Patrick began sharing his knowledge of modern sales students worldwide.
Since then, Patrick has trained over 70,000 students across 150 countries on topics on how to start a career in sales, business development, lead generation, cold email, LinkedIn, cold calling, and sales skills.
Patrick's vision is to inspire others to pursue their dreams and provide the knowledge and tools to make those dreams a reality.
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