Handling objections “You have to hear a lot of no's to get a yes.” Although the no's may wedding photo editing service vary in number, this rule is also valid in the b2b sales process. Concern about price and fear of change can be valid reasons why customers tend to hold back their enthusiasm. Instead of reacting by contradicting the objection, it is advisable to develop your ability to listen empathically, perhaps supporting the prospect's concern and reformulating it to your advantage, always considering his perspective . 6. Closing of the agreement When the prospect becomes a full-fledged customer.
The hard work pays off, but there are many details that need to be worked out before signing a sales agreement, regardless of the company's sales process. From presenting the proposal to all decision-makers through negotiation, the goal must be a win-win agreement. The new customer must feel appreciated, unique and desired. 7. After-sales The sale does not end with the signing of the commercial agreement: cross-selling, upselling and referral activities are fundamental for the healthy and organic growth of the company.