6 essential preparation techniques for b2b salespeople!

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Imagine being called to run a marathon without any prior training. Hard, right? In B2B sales, preparation techniques are as important as training for a marathon.

Without it, the chances of success are drastically reduced.

Why? Simple, because you weren't prepared !

Now let's say the invitation is repeated, only this time 6 months in advance.

Before the marathon date, you resolve to run every morning, as well as eat better and drink more water.

So, on the day of the marathon, you will definitely have much more breath, physical conditioning and energy to complete the marathon at a good pace.

In short, this is the importance of preparation.

Likewise, applying the right techniques before a negotiation can determine whether or not your salesperson closes a deal.

That's why we decided to explore in this article, fundamental preparation techniques that every B2B salesperson should master to maximize their chances of closing !

6 preparation techniques your salesperson needs to practice before the negotiation!

Discover the best techniques for preparing for a negotiation!
6 preparation techniques your salesperson needs to practice before the negotiation!


Basically, to prepare a salesperson, he needs to Poland telegram data understand his business, his customer and the problem to be solved.

These points are essential to closing a good deal!

So, now learn about some preparation steps that your salesperson must go through to ensure increasingly greater chances of closing sales.

So, follow the thread:



1- Master your Customer Profile


Before anything else, dive into the information: social networks like LinkedIn , Facebook and Instagram reveal a lot.

The main thing here is to understand who the person is and the context of the company. Segment, market, size, revenue – every detail counts.

By knowing your customer well, you can personalize your approach, create a good connection with them and offer the right solution, at the right time, in the right way!

Another piece of information that also defines your type of approach is knowing the origin of the lead, which channel they used to contact you and what they already know about your company.

And so that you don't lose any of this information and can pass it on to other salespeople, put all of this in your company's playbook.

The playbook is a detailed guide to the sales steps. It guides all the actions in the sales funnel.

Therefore, make good use of the corporation's playbook, studying and internalizing each action and each step you must follow.

. To help you in this stage of getting to know the customer, learn how to create your own sales playbook by clicking here!



2- Create Negotiation Strategies


Once you know your customer, you are ready to define clear strategies. This way, you can:

Establish the Walkaway:


This is the lower limit of what you accept in a negotiation!

For example: Let's say your product has a ticket price of 10,000 reais and the minimum proposal you are willing to close a deal with is 9,000 reais.

Therefore, your Walkaway is R$9,000.00.

Identify the ZOPA:


The ZOPA corresponds to the zone of possible agreement between your walkaway and that of your client. (Yes, your client also has a lower limit and it is important to try to imagine what his would be).

Moving on, ZOPA is basically the negotiation range between you and your lead.

Here, your salesperson is already prepared for the price that will probably prevail in the negotiation and this already advances their work considerably.

Plan the BATNA:


Don't forget to plan the BATNA, that is, the Best Alternative to a Negotiated Agreement.

This is your plan B!

If trading cools off, you need to have an alternative that is still attractive.

For example: you are selling ready-made cybersecurity software. If your prospect is not interested due to a lack of fit with the solution, you can offer customized functions instead of the closed product.