📌 Tips for better b2b sales meetings

Lately, we've started analyzing more and more sales calls. Here are the 5 mistakes we've seen in sales calls most often: 1. 𝗦𝗲𝗹𝗹𝗲𝗿𝘀 𝘀𝗽𝗲𝗮𝗸 𝘁𝗼𝗼 𝗺𝘂𝗰𝗵 Solution: speak less than < 40% and let your customer speak more than > 60% 2. 𝗦𝗲𝗹𝗹𝗲𝗿𝘀 𝗱𝗼𝗻'𝘁 𝗮𝘀𝗸 (𝗼𝗽𝗲𝗻-𝗲𝗻𝗱𝗲𝗱) 𝗾𝘂𝗲𝘀𝘁𝗶𝗼𝗻𝘀 Solution: Ask open questions Why is it important to you? how do you manage this? what is the impact? 3. 𝗦𝗲𝗹𝗹𝗲𝗿𝘀 𝗳𝗼𝗰𝘂𝘀 𝗼𝗻𝗹𝘆 𝗼𝗻 𝘁𝗵𝗲𝗶𝗿 𝗴𝗼𝗮𝗹 (𝗲.𝗴. 𝗯𝗼𝗼𝗸𝗶𝗻𝗴 𝘁𝗵𝗲 𝗺𝗲𝗲𝘁𝗶𝗻𝗴, 𝗴𝗲𝘁𝘁𝗶𝗻𝗴 𝘁𝗵𝗲 𝗱𝗲𝗮𝗹 𝗰𝗹𝗼𝘀𝗲𝗱 𝗲𝘁𝗰.) 𝗶𝗻𝘀𝘁𝗲𝗮𝗱 𝗼𝗳 𝘁𝗵𝗲 𝗴𝗼𝗮𝗹 𝗼𝗳 𝘁𝗵𝗲 𝗽𝗿𝗼𝘀𝗽𝗲𝗰𝘁 Solution: Focus on your prospect's goal -> learning something new, finding a solution for a problem etc. 4. 𝗦𝗲𝗹𝗹𝗲𝗿𝘀 𝗮𝗿𝗲 𝗶𝗺𝗽𝗮𝘁𝗶𝗲𝗻𝘁 𝗮𝗻𝗱 𝗱𝗼𝗻'𝘁 𝗹𝗲𝘁 𝘁𝗵𝗲 𝗽𝗿𝗼𝘀𝗽𝗲𝗰𝘁 𝘁𝗮𝗹𝗸 Solution: Be patient and wait at least 1-2 seconds with every answer you give. 5. 𝗦𝗲𝗹𝗹𝗲𝗿𝘀 𝗽𝗿𝗲𝘀𝗲𝗻𝘁 𝘁𝗵𝗲 𝘄𝗵𝗼𝗹𝗲 𝘁𝗶𝗺𝗲 𝗼𝗻 𝘁𝗵𝗲𝗶𝗿 𝘀𝗰𝗿𝗲𝗲𝗻 𝗮𝗻𝗱 𝗱𝗼 𝗼𝗻𝗹𝘆 𝗮 𝗱𝗲𝗺𝗼 Solution: Ask questions before and show your product specifically to the problems you identified. We have launched our 𝗕𝗘𝗧𝗔 𝘃𝗲𝗿𝘀𝗶𝗼𝗻 of our meeting analyzer and get the speak-to-listen ratio, # of questions asked, sentiment in the call, ... and more helpful metrics automatically out of it. Once we have analyzed the meetings, we provide feedback on what you can do better.