How to duplicate your sales with the BEBEDC method?

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Focus on the BEBEDC method, a sales technique that will help youget what you want from your prospects by establishing a climate of trust between you.

There are many different sales techniques. You've probably heard of SONCAS, SPANCO, CAB, MEDDIC, SIMAC or BEBEDC. And as we all know, it's not always easy to make sense of all these acronyms. That's why today we're going to focus on just one of them, so that we can go on to discuss each of them in future articles. Let's start with the BEBEDC method.

What is the BEBEDC method?

Let's start by understanding what this famous method, often adopted by sales teams, is all about. In simple terms, the BEBEDC method is an active listening method that enables you to find out exactly where your prospect is in your sales process, and to determine his buying potential by asking the right questions.

Each letter corresponds to a specific question that helps to qualify the prospect and determine whether he or she is likely to become a customer. For example, the "Budget" question aims to understand whether the prospect has the financial resources to make a purchase. The BEBEDC method focuses on qualitative information gathered from prospects to assess their interest and ability to make a purchase.

The benefits of the BEBEDC method :

Propose the best offer, at the right time, so you don't waste your sales team's precious time or rush your customer through the buying process.

How can you use the BEBEDC method to perfect your sales technique?

This method is used during a conversation or meeting with your prospect. It enables you to clearly identify where your prospect is in the sales process, so as to facilitate conversion. Let's take a closer look at the key points of this method, and how to set it up for use.

How to practice active listening in sales with this BEBEDC method?

B as in Need

Starting with the need. When a user turns into a prospect, it's important to understand that they don't necessarily know what they need. Sometimes, certain users may be interested in your offers without really being interested. It could be out of curiosity, to find out what's available on the market, or just to find out how they could improve their services without really knowing where to start.

→ To do this, start by asking broad questions at first, then increasingly specific ones later on. This will enable you to get to know your customer in more detail, and to make a suitable sales proposal later on.

If some of your prospects are already aware of their needs, all you have to do is make sure they are directed to the right offer and redirect them.

So it's up to you to take the time to determine and support your prospects so that they understand the value of your offers and how you can help them achieve their goals in their situation.

E as in Enjeu

The second step in this method is to define what's at stake for your prospects. This phase is essential, as it enables you to understand your prospects' motivations and disincentives, as well as to determine what your offers can do for them, and the consequences for them of not taking them up. It's a discovery phase that's essential in the sales cycle.

For your prospect, this may mean a gain in efficiency, for example, or a loss of website traffic in the case of a non-buy.

This can help you focus on the benefits of your product and what it can do for your prospect, rather than its raw features.

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B for Budget

The budget stage is also important, since it's designed to determine whether your prospect can afford to call on you, or at least what his or her budget envelope is.

At this stage, be very careful about the words you use, as they can have a major impact in different cultures. In France in particular, it's best to approach the subject subtly.

Your goal is toobtain a price range that your prospect is willing to invest in your product, so that you can match it and avoid losing the contract from the outset. If your prospect already has financial constraints or major reservations about investing in the project, there's no point dwelling on it. A few questions can help you determine his range, such as :

• How much would you pay for a solution like the one I'm proposing?
• How much would you estimate the value of our product to be? (If your estimate is higher, great; if it's not, you can justify your prices in relation to market or competitor prices with your added value).

E as in due date

As with any request or need, you need to know the deadline and the requirements your potential customer may have for his project. This usually has a major impact on the rest of the collaboration, since if the deadline is set and there's no room for maneuver, there's no point talking for hours about a project that can't be completed.

On the other hand, if your prospect doesn't have a specific deadline and is asking you for time to think about it, consider asking him what he'll be doing during this period to get closer to his goals. Perhaps your solution will emerge.

These initial selection criteria will tell you whether or not you can work with the prospect in the future, within your company.

D as in decision-maker

When you first contact your prospects, you need to make sure from the outset that the person you're dealing with has the power to choose your solution or not. If they're just one of many intermediaries, it may be worth asking a decision-maker directly. This will save you time and enable you to convince the right person directly.

Once again, try to approach the subject subtly, without going straight to the point, to avoid offending your potential customer about his role within the company, as this could be detrimental to you. So it's up to you to identify the decision-makers directly and facilitate the negotiation!

C for competitor

When interviewing your contact, it's important to ask him/her about competitors or other solutions he/she may have researched before you. This will enable you to make high-value-added offers to your prospect, and to align yourself as far as possible if it's really worthwhile. So don't hesitate to ask the question directly, so you can get to the heart of the matter and close the sale in the best possible way.

This method enables you to identify your customer's specific needs, to know exactly what stage he or she has reached in the purchasing process, and to understand his or her requirements so that you can propose an offer that is adapted to his or her needs, and that will give each customer a worthwhile return on investment.

A few tips for your negotiation

Once you have a method and a structure for your customer meetings, it's important not to forget certain factors that may or may not help you achieve a high closing rate. Here, then, is a short list of things to bear in mind during your customer meetings:

• Keep your tone calm: Avoid showing signs of agitation or frustration, as this can affect the dynamic of the discussion.
• Be empathetic: Put yourself in the other person's shoes. Understand their motivations, challenges and priorities. This will enable you to personalize your approach and propose solutions that meet their specific needs.
• Create added value: Highlight the benefits and added value your product or service brings to your audience. Emphasize results, cost savings, efficiency or any other value that might be relevant to them.
• Demonstrate your self-confidence: Adopt a confident posture and demonstrate your expertise in your field. This will help you inspire confidence in your interviewer and reinforce your credibility.
• Know when to conclude: Identify the signals that indicate that the negotiation has come to an end. If you have reached an agreement that satisfies both parties, conclude the negotiation in a positive and cordial manner. If you can't reach an agreement, consider ending the negotiation in a respectful manner, while keeping open the possibility of returning to it at a later date.

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Now you have all the keys you need to turn your prospects into long-term loyal customers with the BEBEDC method.