Conduct deeper buyer research
Posted: Wed Jan 29, 2025 6:53 am
Therefore, the first thing a sales manager who does not work according to the BANT model should do is to find out what stage of the buying cycle he is at. The following tools will help you with this:
telephone conversation script: this plan will help the sales manager to competently build a dialogue with the buyer and clarify all the main points for qualifying the client;
all the benefits in 30 seconds: the manager should be able to tell all the most important things about what the company does and what its advantages are in 30 seconds or less.
Leading questions: Give the manager a list of leading questions romania phone number data that will help clarify everything necessary.
ICP: so that your sales manager can qualify a lead in a minute, provide him with a detailed description of the client (what we wrote about above). In the description, emphasize the status of the responsible person in the organization, his lifestyle, and the list of problems for the solution of which he contacted the company.
Case studies: Presenting examples of your work will be a very effective tool for building trust with a potential buyer. Case studies, which are usually sent to potential clients electronically, are much more difficult to get their attention, so highlight your successes in person. But don’t overdo it: companies that only praise themselves have no more respect than those that don’t do it at all.
Train your managers. Most sales managers do not pay enough attention to developing their managers' research skills. And this is a big mistake. To get all the necessary information in one call, you need to know and be able to act. Do not let your employees do such an important job relying on chance.
So: all potential clients who remain outside the BANT formula must undergo a brief but meaningful analysis during a diagnostic conversation. During this dialogue, the manager must identify at what stage of the sales cycle the potential client is, how strong their interest is, etc. All this is necessary in order to know what steps are needed in the future.
telephone conversation script: this plan will help the sales manager to competently build a dialogue with the buyer and clarify all the main points for qualifying the client;
all the benefits in 30 seconds: the manager should be able to tell all the most important things about what the company does and what its advantages are in 30 seconds or less.
Leading questions: Give the manager a list of leading questions romania phone number data that will help clarify everything necessary.
ICP: so that your sales manager can qualify a lead in a minute, provide him with a detailed description of the client (what we wrote about above). In the description, emphasize the status of the responsible person in the organization, his lifestyle, and the list of problems for the solution of which he contacted the company.
Case studies: Presenting examples of your work will be a very effective tool for building trust with a potential buyer. Case studies, which are usually sent to potential clients electronically, are much more difficult to get their attention, so highlight your successes in person. But don’t overdo it: companies that only praise themselves have no more respect than those that don’t do it at all.
Train your managers. Most sales managers do not pay enough attention to developing their managers' research skills. And this is a big mistake. To get all the necessary information in one call, you need to know and be able to act. Do not let your employees do such an important job relying on chance.
So: all potential clients who remain outside the BANT formula must undergo a brief but meaningful analysis during a diagnostic conversation. During this dialogue, the manager must identify at what stage of the sales cycle the potential client is, how strong their interest is, etc. All this is necessary in order to know what steps are needed in the future.