Rapport and relationship building
Posted: Mon Jan 20, 2025 9:05 am
Building a good relationship is essential to creating genuine connections with customers and strengthening trust throughout the sales cycle.
Why is this important?
B2B customers often seek long-term partnerships. Rapport makes it easier to build strong, engaged relationships.
What it includes:
Nonverbal communication techniques and body language.
Strategies for creating personal connection points, such as shared interests or goals.
6. Objection techniques
Objections are natural in B2B, but nepal phone numbers handling them confidently is what separates high-performing salespeople from the rest.
Why is this important?
Responding to objections effectively allows the salesperson to highlight the value of the solution and reduce barriers to purchase.
What to cover in training:
How to respond to common objections such as “too much cost” or “not the right time.”
Techniques to strengthen the ROI and strategic impact of the solution.
7. Strategic negotiation
Negotiation in B2B is a critical step as it often involves multiple decisions.
Why is this important?
A salesperson who is well trained in negotiation can present proposals that balance value for both parties, increasing the likelihood of closing.
What to teach:
How to map the interests of each decision maker involved in the purchase.
Techniques such as BATNA (Best Alternative to a Negotiated Agreement) to strengthen the seller's position.
8. Follow-up techniques
In B2B, most sales don’t happen in a single contact. Strategic follow-up keeps the customer engaged and moving them through the sales funnel. Studies show that around 80% of B2B sales are closed after at least five contacts.
Why is this important?
B2B customers often seek long-term partnerships. Rapport makes it easier to build strong, engaged relationships.
What it includes:
Nonverbal communication techniques and body language.
Strategies for creating personal connection points, such as shared interests or goals.
6. Objection techniques
Objections are natural in B2B, but nepal phone numbers handling them confidently is what separates high-performing salespeople from the rest.
Why is this important?
Responding to objections effectively allows the salesperson to highlight the value of the solution and reduce barriers to purchase.
What to cover in training:
How to respond to common objections such as “too much cost” or “not the right time.”
Techniques to strengthen the ROI and strategic impact of the solution.
7. Strategic negotiation
Negotiation in B2B is a critical step as it often involves multiple decisions.
Why is this important?
A salesperson who is well trained in negotiation can present proposals that balance value for both parties, increasing the likelihood of closing.
What to teach:
How to map the interests of each decision maker involved in the purchase.
Techniques such as BATNA (Best Alternative to a Negotiated Agreement) to strengthen the seller's position.
8. Follow-up techniques
In B2B, most sales don’t happen in a single contact. Strategic follow-up keeps the customer engaged and moving them through the sales funnel. Studies show that around 80% of B2B sales are closed after at least five contacts.