The BEBDC sales method enables you to evaluate the key points of a sale to a business customer. It is also a method for assessing the interest of current customer requests, in order to select them and create a quality sales funnel.
The BEBEDC method
- Need: the greater the customer’s need, the more favorable it is for you because the customer will have to make a purchase.
- Stakes: stakes are the positive or negative consequences for the customer of solving or not solving his problem. The higher the stakes, the more the customer is willing to set aside a large part of his budget for the solution.
- Budget: it’s important to check whether the customer has an adequate budget, so as not to waste time with a request that won’t succeed.
- Deadlines: you need to ask yourself whether the deadlines are so long that the project will never see the light of day, or so tight that you’ll have trouble meeting them.
- Decision-maker: salespeople should strive to talk directly with decision-makers to optimize their time and maximize their chances.
- Competitors: who are they, do they pose a serious threat, what are the conditions for winning the sale.
Disadvantages of the method
- Experienced salespeople don’t need them, they already cover these points automatically.
- If these questions aren’t asked properly, customers may realize that they’re being asked to assess the value of their project, and may end up moving on to a salesperson who is more open to their needs and has a greater desire to sell.
Benefits
- The BEBEDC technique is a good checklist for remembering key points when selling to a business customer
- This is an excellent way of assessing the interest of projects and bids. Criteria can be scored to obtain an overall rating.
- Successful bids are, of course, integrated into the CRM.
