The Process of Selling Into Corporates

by Davina Schonle | Jul 25, 2021 | Business

We often get asked about the process of selling into corporates. The reality is that the process of B2B sales, including selling into corporates as a solopreneur, is that it is not linear. However there is an overarching process. Our founder Davina Schonle developed what is now the 6C’s, two years ago when she was at a Business Retreat in Marrakesh (remember when we could travel easily!) and she was tasked with explaining the sales process to the other small business owners at the retreat. One that would help simplify the what is sometimes complex sales process. 

Hence the 6C’s was born and what we will be covering now:

1. CLARIFY
   First you have to clarify what you want from selling into corporates, what the problems you are solving, what your range of solutions are, how you deliver them (i.e. workshops, group coaching, 1:1) and what you will be charging. This is the same whether you are a service based expert, a SaaS company or product based business.
    
2. COLLATE
   This is market research, not only on the company but also what is happening in the industry you are targeting. You have to keep your ear to the ground to be able to position yourself correctly and competitively.
    
3. CONTACT
   Nothing will happen unless you talk to your prospect companies. There are 7 ways to get corporate leads and only some of them involve you going to them. If you do reach out to a company (or actually a person in a company) then you need to consider WIIFT (what’s in it for them), and often it’s not just what you have to sell.
    
4. CLARIFY
   This step was added in later on as too many people sell a solution without first clarify the problems and the needs of their prospects. They jump the gun. They jump in with an offer at the first problem they encounter without realising that the problem is not a priority for them and they wonder why their solution does progress.
    
5. CREATE
   Once you have clarified their needs then it is time to create your proposal (or pitch). One of the secrets to proposals is actually what you do in the lead up and the questions you ask (In the course mentioned below we give you a list of questions to ask)
    
6. CLOSE
   None of the previous steps mean anything unless you close the deal, And if you have done steps 1-5 correctly this last step should be the easiest step.
    

Want to know more? Why not take the Six Steps To Follow Course. It’s on offer at the moment and it will take you through the Six Steps To Follow in more detail. Check it out here.