Diagnosis: How to drastically shorten the sales cycle

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Today you will discover that an accurate diagnosis can be the key to accelerating your sales funnel!

Have you ever felt like your B2B sales are taking too long to close ?

That every business seems to drag on or stall without explanation?

If so, then good research at the initial stage of the sales process is ideal to help you get out of this.

This is because a good diagnosis in B2B sales not only identifies the customer's pain, but also deeply understands how your service effectively solves that pain.

By fine-tuning this process, you not only gain customer trust faster, but you also streamline the entire sales cycle.

So, read on to find out how you can turn your diagnostics into a sales acceleration tool.


How to perform a good diagnosis


What is diagnostics in sales?


Basically, this phase allows the salesperson to diagnose Poland telegram data the origin of their customer's pain and begin to indicate the correct solution.

Therefore, negotiations and proposals begin, firstly, with the diagnosis.

Therefore, a good diagnosis goes beyond listening to the client; it involves a careful analysis to understand what the client says they need before they even realize it themselves.

In other words, your salesperson needs to dig into the situation through questions until they get to the root problem. And this entire process is done in the diagnosis stage.

Therefore, a well-executed diagnosis can drastically shorten the sales cycle.

This is because by accurately understanding your client’s needs from the outset, you can personalize your proposals and communications, reducing the need for multiple meetings and proposal adjustments.

Not only does this speed up the decision process , but it also builds a foundation of trust that can lead to a faster close!





How to Perform a Good Diagnosis


Now that you know that carrying out a good diagnosis is essential for any successful B2B sales strategy, check out 9 steps to making an accurate diagnosis!

So, follow the thread:



The complete solution for your B2B sales operation!



1- Create and present your Unique Value Proposition (USP)


First, define and present your USP . Its purpose is to demonstrate the market problem that your business solves.

This way, you can immediately show your difference and generate value for the customer.

In your pitch, you should present the problem, how you can solve it, what makes your company different and better than others in solving the pain presented, success stories of your company and, finally, a good slogan can summarize your pitch and close your presentation with a flourish!



2- Generate need through examples


During PUV, you can make use of the need trigger.

To do this, you can use phrases like “it’s very common…”, “it happens a lot…”, among other expressions that contextualize the frequency of the problem.

In addition, bring real examples, not only served by your company, but also from the prospect's segment.

This way, in addition to the need, you can also show social proof of your solution and its reference within this market.



3- Use comparisons


You can also present scenarios with and without your solution, letting the prospect reflect on the best option.

To do this, show that the scenario without your solution would be a bad situation, in which the client does not want to be, and a good situation, which your solution will provide.

The important thing here is to let the prospect reflect on what is best for him and his company.