Streamline Your Sales Process with airSlate SignNow's Solution for Closing B2B Sales for Life Sciences

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no matter how great your product or service is if you don't know how to sell it well you can't generate any sales for your business so in this video i'm going to review my top five tips you can use to close more b2b sales what's going on everybody it's patrick dan here make sure to give this video a like subscribe and turn on notifications if you want to see more videos like this and let's go ahead and get started so when it comes to b2b sales business to business sales the first tip i have for you is that you need to qualify your prospect before selling now let me explain what i mean now when it comes to sales most people make the mistake of selling too early right and that's very common because when you're in sales you think your job is all about selling selling and selling but the truth is if you ever experience a bad sales person what do you always find in common that they always talk too much right they always feel like they don't listen to you they're trying to push their product down your throat and you don't you're not even interested but they just for some reason keep pushing and pushing and pushing and that's exactly what you do not want to do and that's what i'm saying people always make the mistake of selling too early so instead what you want to do is you want to reverse the script you want to make your customers earn the right to buy from you that's right they have to earn the right to buy from you so let me explain what i mean when i say qualify your customer right now the two things you have to pay attention to is number one do they actually need your product and service right because if they don't need it they shouldn't even buy it and number two do they even have money to buy it right because if they don't have money no matter how much they want something they can't afford it for example you know if you're trying to sell a lamborghini and you're trying to sell it to somebody who can't necessarily afford a lamborghini no matter how hard you push at this person they're just never going to buy right and so that's why you have to ask questions and qualify your customers before they earn the right to buy from you now the next tip i have for you is to focus on pain so when it comes to qualifying your customers what does that exactly mean and the first step you need to take is do they have a pain do they have a problem that your product or service potentially solves because if a customer doesn't have any pains well there's no reason to buy right they don't really need your product or service and now there's this concept called a bleeding neck problem and what does that mean well quite figuratively if you had a bleeding neck and you really just needed to fix it up or you're gonna die if somebody can save you from that problem you're gonna pay them anything right you'll give them your entire life savings to make that problem go away now when it comes to sales obviously you're not selling something like that but you want to metaphorically use that example you know what pains do somebody have that's so painful that they're willing to pay big dollars to make that pain go away and if you identify those pains and you know that your product and service can solve those pains well it's going to be easy for them to buy because it's a no-brainer so how you identify these bleeding neck problems is that at first it's not going to be obvious right nobody's going to just come into the door and say patrick i have all these problems i i want to pay you money to make it go away right that's not how people you know row because you know if they did that to every sales person every sales person would take advantage of them so what you want to do instead is you want to take it relax take it cool and you want to ask questions right so you're not selling anything you're not pushing product you're not acting desperate you're asking questions like what are some of your challenges that you're facing on a day-to-day basis oh interesting why is that a problem how long has that been a problem have you tried anything to fix it how does that make you feel and they're going to say things like oh man i i totally hate this i want to change this i'm wasting my time wasting my money blah blah blah blah blah and so essentially you're asking these questions you're getting the prospect your potential customer to keep talking and talking and talking and over time what they're gonna do is they're gonna tell you all their problems right you're almost like a therapist they just tell you all their business problems even personal problems and you're listening taking notes and you're understanding what their pains are you're not selling anything you need to first understand them so you have better material when it comes to the part where it's your turn to sell but before you sell the next step after identifying those pains is to uncover their desires and pleasures okay now the strongest emotion to make someone take an action is pain right if you have a problem they're going to make that problem go away the second strongest emotion that makes someone take an action is pleasure you know what makes them feel good so when you identify the pains the next step is to find the pleasures what are their desires what do they truly want in their life and how can you position your product or service in a way that helps them get to where they already want to go to find those answers you want to ask questions like in an ideal world what would you want this to look like if you could have it your way what would you want to see right so you're making them in their own words tell you exactly what their dream scenario looks like the more vivid you can get your customer to talk about their visions and their dreams and what they want and aspirations the more details you understand when it comes to pitching so identify the pains then identify the pleasures how do you make the pain go away and how do you get your customer into a state of desire and pleasure and happiness right and then from there all you really have to do is position your product and service as the solution to the pain and the vehicle that's gonna get them to their pleasures if they see that right logically and emotionally if they buy into your product and service and they believe that you can actually help them achieve these results then selling to them is going to be very easy because they already sold themselves now after you got the prospect to understand why they should buy your product and service the next step that i have for you is to uncover the hidden decision makers now whether you are selling to small medium business or you're selling to large corporations there may be multiple decision makers involved in the process before the prospect makes a purchasing decision for example if you are let's say selling to small medium businesses mom and pop shop if you're selling to let's say a business owner right and he's a solo entrepreneur well if you sell something to him he might have to talk it over with his wife before he makes a decision so you have to ask the question for example is there anyone else you think we should involve here before you actually make a decision and naturally the person will say yeah i actually need to talk it over with my wife first right or if you are selling to let's say a large corporation you can ask the exact same question right let's say you're talking to the director of marketing and you say hey you know the conversation's been going really great i really enjoyed it now i'm just curious is there anyone else you feel should join the conversation before you actually make a decision and they're gonna say yeah i actually need to invite my boss and we need to get the ceo on board and this guy and that guy and whoever right no matter who you're selling to you want to make sure you know every single person involved that needs to actually push the deal through before the person signs the deal and sends you the money for your product and service so once you uncover those hidden decision makers selling is a lot easier because you're talking directly to the people that can buy the next tip that i have for you is that at the end of your sales meeting right you always want to make sure you have clear next steps now when you're selling things you don't always sell on the first call sometimes you can do that but if those are in special certain situations where there's a lot of marketing involved however when it comes to like b2b or selling to let's say enterprise companies they're not going to buy on the first call so let's say after the end of your first meeting right you want to schedule a demonstration well at the end of the first meeting you want to say something like all right well conversation's been really good so far i really enjoy talking to you do you mind if i make a recommendation they'll say sure what's up then you say well the next step usually what we do is we actually set up a presentation where we get all the decision makers on your end and everyone you think should be involved and we're going to show you exactly how we're going to help you with xyz schedule a day a time and then it's done right so whatever your next step is you want to make sure that it's very clear for you and it's very clear for your prospects and they understand exactly what's going to happen on the next meeting you never want to be in a position where you're just saying like hey i'll follow up with you next week but they don't know why you're following up right so it has to be very clear why you are having the next step which is typically the next meeting and so with that said those are going to be my five tips you can use to start closing more b2b sales if you enjoyed this video make sure to give this a like subscribe turn on notifications if you want to see more videos like this and make sure to check out my other videos and with that said hope you guys enjoyed this video and i will see you guys in the next one