B2B Sales Tip: Sell The Next Step

In the world of B2B sales, it’s essential to always be looking towards the next step in the sales process, but not in a way that is too pushy. By focusing on how to sell the next step rather than trying to jump from 0 to 100 in one go, you can build stronger relationships with their clients and ultimately increase your chances of closing the deal.

Sell the Next Step Instead Of Going 0-100

A big mistake in B2B sales is the idea to try leaping to a closed sale in a single bound rather than building the relationship. The emphasis should be on progressively steering them through the sales journey. This not only builds trust but also shows your value in a way that feels organic and unforced.

It’s about breaking down into smaller segements and moving the prospect through that. This makes the process less daunting and more navigable for the prospect. This requires a good understanding of a customer’s position in their buying journey.

Identifying Key Milestones in the Customer’s Journey

We talk about understanding your sales process in our other articles. Check them out!

A simple way to look at your pipeline- Check out this overview of the 5 stages and start to understand more about how your pipeline is set up.

Here we talk about top tips to keep your pipeline moving along the stages. B2B pipeline is the lifeline of your business. By following the strategies outlined below, you can ensure that your B2B pipeline stays warm and active, ready to convert prospects into deals at any time.

Setting up your pipeline for scale. This takes the conversation further and how to structure things. Having a well-structured pipeline is equivalent to having a compass in a dense forest; it guides your sales team, giving direction and clarity to their efforts. A well structured email, telemarketing and LinkedIn contact method helps you to dynamically shift around who your team should be speaking to and who can wait.

Making It Easy For The Customer By Focusing On How To sell the next step

Now you have a clear idea of your sales process. You can make a smooth journey for the client by simplifying the progression to the next step in the sales process. Have a clear idea of the pathway, delineating clear, actionable steps, and ensuring support is readily available at every step.

Just talk about the next step;

“The next step is to set you up for a Demo”

“What we usually do next is visit your site and discuss your needs further”

“How this works is we can get the project underway. I’ll send you an agreement and we can schedule the discovery meeting.”

Encouraging open dialogue allows the client to voice any hesitations or seek clarification, thereby ensuring they feel an active participant in the process rather than a passive recipient of information. This collaborative approach not only strengthens the client relationship but also provides invaluable insights into their thought process.

Making it easy for the client by focusing on how to sell the next step involves a combination of clear communication, personalised support, and the strategic use of technology. By adopting this multifaceted approach, you ensure the client’s journey is not only straightforward but also aligned with their needs.