Ep 02 - Thomas Ebrahim - Hands-on tips for B2B sales calls in times of crisis (in German)

GROW B2B FASTER

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5y ago 45:04

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*This is a German episode*
"That’s in it for you":
1. Aim of a B2B conversation with potential new customers in times of “Corona” - what do we want to achieve?
2. Psychological basics of (video) telephoning with potential new customers. Voice guidance, customer types according to the 4-colour theory, is it better to sit, stand or walk?
3. What is the optimal preparation process before the interview?
4. How do I develop an optimal conversation guide to create a relationship level and subtly determine customer needs?
5. After the call: classification of the potential customer, when should I get in touch, what are the best next steps?
In 2020, due to the current corona pandemic, you will be calling more interested parties and existing customers than in 2019.
Many of the contacts and customers are currently in the home office and work with video and telephone conferences. Even if you are allowed to go back to the office, acute buying interest is not to be expected in every industry in the short term.
There are now two ways to proceed:
1. Wait until the corona crisis is over and then contact the customer. This can take until Q4 2020.
2. Actively approach customers and give them the feeling that we are thinking of you. Specifically, this means doing relationship management and e.g. with a small gesture to prepare the customer talks after the corona pandemic.
We recommend choosing the second option.
Get tips and insights from Thomas Ebrahim | B2B sales coach and trainer for over 25 years.
This episode is sponsored by SAWOO - " We help you grow your B2B business faster"