Sales techniques: 8 methods to sell in B2B
Posted: Sat Dec 21, 2024 5:03 am
Summary
What are the different sales techniques?
ADAPAC
YOUR CASE
CAP
SPANCO
BEBEDC
SIMAC
TURNS
TAXI
What are the stages of commercial sales?
What is the conclusion of the sale?
What are the benefits of technical sales training?
Sales techniques, in conclusion
Sales techniques, to summarize in 4 questions
Do you want to sell more in B2B thanks to effective sales techniques? Sometimes it is frustrating to have a quality product or service to offer and not be able to sell it. That is why it is essential to master the right methods to increase the number of prospects who take action. What are the effective sales techniques in B2B? Discover them in this article.
Sales techniques: 8 methods to sell in B2B
What are the different sales techniques?
ADAPAC
The ADAPAC method allows you to properly structure a sales interview . It consists of 6 key steps as follows:
Approach: the first step, which consists of establishing an environment conducive to dialogue with the client.
Customer discovery: This is where you learn the most about the customer, their expectations, their blockages. This already gives you an idea of how to approach the next step.
Start of proposal: you have enough information to initiate a proposal adapted to your needs.
Proposal: more details about your proposal, how and at what levels it can be more than useful to the client.
Argumentation: Now you are faced with the customer's objections and uncertainties. Listen to their reluctance to show you that they understand their problem and that they can help.
Conclusion: The interview ends successfully and the signing can proceed.
Sales techniques
This simple and effective method is ideal for all salespeople. It allows them to not neglect any aspect of the sale, without overloading the mind of the person who applies it.
YOUR CASE
The SONCAS technique is based on defining the personality profile of clients , in order to approach them from the angle that best suits them.
Here are his 6 key points:
Security: Introduce elements to reassure your potential customer , such as a “satisfied or refunded” guarantee;
Pride: Introduce your interlocutor by asking for his opinion or praising his successes;
New: Show how your solution/product is cutting-edge and innovative;
Convenience: Insist on ease of use or installation;
Money: Mention the return on investment, this prospect needs to be assured that he will not lose his money;
Rapport: Build a relationship of trust with your potential client.
In recent years, SONCAS has evolved into SONCASE. The last element (E) added is Environment. In this case, it is a customer concerned about the ecological impact of their purchase.
CAP
The CAP method is based on 3 elements:
Features: Specific information about the offer or product you denmark whatsapp number data are offering.
Advantages: the positive points of this offer, what it can bring to the customer.
Evidence: More than just arguments, the facts that confirm these benefits and resonate with customer expectations.
This is a sales technique that makes it clear to your prospect that the profits you promise are not just for show, but that you actually have something to say. This is one of the sales techniques that every salesperson must absolutely master, both in implementation and application.
SPANCO
The SPANCO method consists of accurately tracking the entire sales process , from the first contact to the conclusion of a sale . The latter is a kind of roadmap for converting simple prospects into customers. It is largely based on the analysis of Key Performance Indicators (KPI).
Sales techniques
Here is the meaning of this acronym:
Suspect: This step allows you to define a non-exhaustive list of people who have interacted with you in one way or another. These people are your potential prospects.
Prospect: Here, based on the data obtained about these people, you can filter out the individuals who are quickest to close a sale, for example.
Analysis: the moment of your first contact with your prospects, and especially the moment when you discover their real needs and blockages. It also gathers the information necessary to improve your database.
Negotiatio
What are the different sales techniques?
ADAPAC
YOUR CASE
CAP
SPANCO
BEBEDC
SIMAC
TURNS
TAXI
What are the stages of commercial sales?
What is the conclusion of the sale?
What are the benefits of technical sales training?
Sales techniques, in conclusion
Sales techniques, to summarize in 4 questions
Do you want to sell more in B2B thanks to effective sales techniques? Sometimes it is frustrating to have a quality product or service to offer and not be able to sell it. That is why it is essential to master the right methods to increase the number of prospects who take action. What are the effective sales techniques in B2B? Discover them in this article.
Sales techniques: 8 methods to sell in B2B
What are the different sales techniques?
ADAPAC
The ADAPAC method allows you to properly structure a sales interview . It consists of 6 key steps as follows:
Approach: the first step, which consists of establishing an environment conducive to dialogue with the client.
Customer discovery: This is where you learn the most about the customer, their expectations, their blockages. This already gives you an idea of how to approach the next step.
Start of proposal: you have enough information to initiate a proposal adapted to your needs.
Proposal: more details about your proposal, how and at what levels it can be more than useful to the client.
Argumentation: Now you are faced with the customer's objections and uncertainties. Listen to their reluctance to show you that they understand their problem and that they can help.
Conclusion: The interview ends successfully and the signing can proceed.
Sales techniques
This simple and effective method is ideal for all salespeople. It allows them to not neglect any aspect of the sale, without overloading the mind of the person who applies it.
YOUR CASE
The SONCAS technique is based on defining the personality profile of clients , in order to approach them from the angle that best suits them.
Here are his 6 key points:
Security: Introduce elements to reassure your potential customer , such as a “satisfied or refunded” guarantee;
Pride: Introduce your interlocutor by asking for his opinion or praising his successes;
New: Show how your solution/product is cutting-edge and innovative;
Convenience: Insist on ease of use or installation;
Money: Mention the return on investment, this prospect needs to be assured that he will not lose his money;
Rapport: Build a relationship of trust with your potential client.
In recent years, SONCAS has evolved into SONCASE. The last element (E) added is Environment. In this case, it is a customer concerned about the ecological impact of their purchase.
CAP
The CAP method is based on 3 elements:
Features: Specific information about the offer or product you denmark whatsapp number data are offering.
Advantages: the positive points of this offer, what it can bring to the customer.
Evidence: More than just arguments, the facts that confirm these benefits and resonate with customer expectations.
This is a sales technique that makes it clear to your prospect that the profits you promise are not just for show, but that you actually have something to say. This is one of the sales techniques that every salesperson must absolutely master, both in implementation and application.
SPANCO
The SPANCO method consists of accurately tracking the entire sales process , from the first contact to the conclusion of a sale . The latter is a kind of roadmap for converting simple prospects into customers. It is largely based on the analysis of Key Performance Indicators (KPI).
Sales techniques
Here is the meaning of this acronym:
Suspect: This step allows you to define a non-exhaustive list of people who have interacted with you in one way or another. These people are your potential prospects.
Prospect: Here, based on the data obtained about these people, you can filter out the individuals who are quickest to close a sale, for example.
Analysis: the moment of your first contact with your prospects, and especially the moment when you discover their real needs and blockages. It also gathers the information necessary to improve your database.
Negotiatio