ACCELERATE YOUR SUCCESS BY MASTERING
B2B SALES

Set initial objectives and effectively prepare your sales meeting based on account evaluation data. Conduct initial prospect qualification (cold or warm call), then follow up to convert the prospect into an opportunity.

Establish contact with the prospect through active listening and a relational understanding approach to build an authentic relationship and create trust. Build a short, impactful presentation of your offer and value proposition.

Structure and adapt your commercial proposal by staging your offer. Rephrase the prospect's objections and concerns to ensure understanding. Overcome resistance points. Detect signals that identify the right moment to close.

Prepare your negotiation by creating the right environment, then identifying your prospect/client's interests, possible trade-offs and alternatives to build layered negotiation scenarios.

Develop a realistic and relevant pricing proposal by identifying the floor price, resources available and expected margin to gain client acceptance. Identify and include all commercial levers in the negotiation.

Create a free exchange phase with the prospect/client before progressively converging toward a mutually beneficial scenario that maximizes value from the negotiation.

Conduct qualitative and quantitative follow-up of client relationships and accounts, to anticipate attrition factors and implement necessary corrective actions.

Track ongoing opportunities by analyzing the qualification level of each, then building a commercial activity report by relevant period. Schedule client meetings to maintain lasting relationships and build loyalty.

Set up performance indicators to measure and analyze the effectiveness of actions taken. Conduct a self-analysis of your commercial activity against set objectives to measure performance and continuously improve sales results.