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Practical guides

B2B sales guides: scripts, SPIN, BANT, MEDDIC, and price objections.

Definitions, steps, and phrases to adapt. Each guide helps you prepare for a conversation, then choose a specific exercise for the next one.

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Cold calling scriptHow to write a B2B cold calling script: preparation, opening, discovery, objections, next steps, and sample wording.SPIN MethodThe SPIN method explained: Situation, Problem, Implication, Need-Payoff. B2B question examples, common mistakes, and a discovery exercise.BANT MethodBANT (Budget, Authority, Need, Timeline) explained with practical questions, a qualification worksheet, and mistakes to avoid.MEDDIC MethodThe six MEDDIC dimensions, with practical questions and a qualification example for B2B sales involving multiple decision-makers.Handle a price objectionHow to handle a price objection: clarify the comparison, restate the concern, compare scopes, and respond without automatically offering a discount. Includes sample phrases.Re-engage an inactive customerHow to re-engage an inactive B2B customer: review the history, reach out without making them feel guilty, find out why they've gone quiet, and agree on next steps or an end to the conversation.

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B2B sales guides: SPIN, BANT, MEDDIC | Clozing