traditional technique that involves a script using four sets of questions

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Let's make a reservation that there is no universal B2B sales technique. But you should pay attention to:

SPIN Selling. A
situational, designed to start a conversation with a potential client and understand the current situation. For example, "How do you currently analyze the work of the marketing department in the company?" Ideally, of course, collect information in advance and only confirm it with a couple of questions.

problematic, that is, to identify and clarify the client's pain points. For example, "Do you often encounter technical limitations or breakdowns of the equipment you work on?"

extractive, needed to understand the consequences of saudi arabia consumer email list an unresolved problem. "How much profit are you losing on troubleshooting technical problems?" could be one of them.

guides. They will be needed to direct the potential client's thoughts in the direction you need. Like this one: "How will the productivity of the workshop increase if breakdowns are reduced by four times?"

SNAP sales. Within this technique, it is important for the sales department to adhere to four principles:

Keep it simple. This applies to communication with the client, as well as the entire purchasing process;

be irreplaceable, be aware of your advantages and USP;

Always be relevant. It is important that products and services are relevant to the client, are of high quality and do not contradict your values ​​and what you communicate;

Raise your priority. Constantly work to increase the buyer's need for you and your products.

Consultative selling or solution selling. Here, your goal is to take care of the client and solve their problem, rather than selling a product or service head-on. Each phrase and argument should be chosen based on the principle of "How will this benefit the client's company?"

By the way, consultation can also lead to the client’s development.

For example, the Sales Champions technique evolved from a consultative approach and added an element of knowledge enhancement. This is important because it helps the potential client better understand the value of a complex product.