How To Do Great B2B Sales Qualification Meetings
Hey there, 🤟 We asked you.. our network, what you want to accomplish this week... ..so let's have a look at the challenge that we are solving this week?
How is it possible to convert more meetings to deals within next week? (pssst.. keep reading, free playbook & cheat sheet included) It's no secret that there are several things that can be done.. right 🤔
...BUT this time we are going to focus on one aspect that you can apply immediately & impact your numbers within next week. - THE SALES MEETING Impact happens by the way you hold & structure your sales meetings. There is a lot of content around this on the web - almost too much to digest- but why not just doing what others have done already successfully? 😉 The Playbook we are going to share comes from experience - from trial & error. The know-how is used by sales teams from YCombinator companies. Gerald Zankl led Bitmovin's Inside Sales Team from 0 to 8 digit revenues and shares his experience on how every SDR can create more deals. He sat down with Hristo Yankov, an experienced SDR from Bitmovin and Cim Bayer and summarized their experience in one simple Meeting Playbook. We will explain the Playbooks most important parts in this email BUT you will need to open the full Playbook at the end of the email to get all details. (It's free) The resources that you will get ensure that you can apply the know-how immediately:
⚡️ Interview Hristo, Gerald and Cim sharing experiences
⚡️ Their PLAYBOOK - how leading companies run B2B sales meetings
⚡️ Cheat Sheet - that helps you within every meeting (including the structure & sample questions for B2B sales meetings)
LET's START!
THE PLAYBOOK -- How To Do Great Sales Meetings 👇
The Playbook has 3 main parts that are vital for every meeting:
- Meeting Preparation - The Conversation itself - Post Meeting / Follow-up We will dig into all 3 topics AND there is also a cheat sheet at the end of the newsletter that you can use for every Meeting.
MEETING PREPARATION
So how do you properly prepare for a meeting? First do the research of your prospect on Linkedin - OR automate it with a service such as AMY. This platform automates the research for you. Know who you are talking to. Second focus on your emotional intelligence..
What does this mean?
Take care of how the other person perceives you - here are some tips: #1 First impressions count, no second chance🥇
Don’t be late for an important date
#2 Search for similarities👯♀️ (e.g. on social media)
Hobbies, education, social engagement
Mirror the other person during the conversation
#3 Get yourself in the best state possible🙌
Think always - I like you as a human
Be positive
Humans want to communicate with real humans
Create a great emotional environment. Be you. Be authentic. Be nice. Focus on that and you are perfectly prepared for a meeting. Now it's time to nail the conversation.
THE CONVERSATION
A sales conversation can be put into several different phases: Phase 1: Introduction
Making contact: Check dress code, hair, hands, face, voice, emotions, etc.
Be curious with Smalltalk: What brought them to us, icebreakers, mention recent news, information about people, ask general questions
Explain the purpose of the call, it's plan and your goals
Phase 2: Discovery Demand Analysis > Ask open questions. Ask only one question at a time.
Listen and take your time.
Eye contact.
Don't ask why.
Rule: No need, no Sales
Let's have a look at the process that you should follow to get more out of a sales conversation: Need:
How have you become so successful?
How do you do ___________ (streaming, education, scanning ...) today?
What is important for you in terms of _________?
What are the three most important priorities for you at the moment?
Timeline: When do you want to have a change implemented? Authority: Who decides about a potential solution? Budget: What would a solution mean to you in terms of additional revenue/ saved costs/ additional profit etc.? Close-up before entering Phase 3
Summarize the most important decision criteria for your prospect
End with a closing question e.g. If we have a solution for YOU, are you interested in seeing the solution?
Phase 3: Solution Presentation and Mapping
In this phase:
Present your solution specifically for the problem of your potential buyer. These are the problems and challenges you identified in the discovery phase.
A general solution will become a completely customized solution now
Create an emotional picture of the benefit the solution will provide. The clearer the emotional picture is, the better.
Travel into the future with your customer and visualize how the world will be different when using your solution.
Imagine how it will be when this problem is solved. Ask these questions to get feedback and validate the understanding of your prospect:
How does it feel to you?
What do you think about it?
What does it mean to you?
Don't forget to ask the pre-closing question here (details in the playbook) 😎
Phase 4: Offer and Closing
Presentation of our offer in the sandwich method (= present first 3 strong benefits of your solution THEN the price and then another strong benefit of your solution)
Is this what you are looking for?
When do you think is the best time to start?
Once we receive a buying signal close that meeting and ensure next steps. Objection handling comes especially up during this phase: No time, no interest, too expensive, ...
POST MEETING: FOLLOW-UP
The follow-up is one of the most crucial parts of the whole process. You will lose an opportunity if you don't do this the right way. It is best explained by a video of Gerald ⚡️
That's already it.. BUT you will need to access the full Playbook at the bottom👇 in order to get all details around this process. (FYI: it's for free) Last but not least, feel free to:
INVITE PEERS TO THE NETWORK 🙏 We are also excited to welcome new members to our network as this will help us all to share even more experiences with you. Feel free to share our invite link with your peers: https://go.kickscale.com/sdr-network
SHARE RESOURCES ⚡️ Use all resources below and share them with your sales peers.
SHARE YOUR EXPERIENCES WITH US 💡 AND Let us know if you have a great process / experience that you would like to share in form of a playbook with the Network. (email: markus.jenul@kickscale.com)
Cheers, until next week! 🤟 Your hosts, Gerald & Markus Download and watch the helpful resources below 👇