Why 84% of Deals Are Won※at the First Meeting
Your customers have already made up their minds before they even meet you.
Install the "Customer-Centric Sales BECQA" methodology—born from 30+ years of global B2B sales experience—in just 15 minutes. A next-generation learning experience.
* Source: wib Inc., Feb 2024 survey
* Includes PDF slides & checklist
BECQA: The Art of Customer-Centric Sales
AI Host & Hideki • 15 min audio
Sound Familiar?
You pour your heart into proposals, but they don't resonate.
The root cause isn't your skill—it's a structural problem.
You pitch, they say "We'll think about it," then go silent
Deals progress without truly grasping the customer's real needs
You only learn why you lost to a competitor after the deal is gone
You can't get access to the real decision-makers
The Root Cause: Information Asymmetry
Today’s buyers gather information and make most of their decisions before they ever meet a sales rep.
How Customers Spend Time in Their Buying Process
* Source: According to the Gartner B2B Buying Journey Report, sales conversations account for 17% of total buying time. Assuming a 5-way competitive scenario, each vendor gets approximately 3.4% of the customer's time. (Sales Trek estimate)
What are customers thinking and deciding during this "invisible time"?
Those who master it, master the deal.
BECQA Framework
A framework forged over 30+ years on the frontlines of global B2B sales—designed to overcome information asymmetry.
B
Business Understanding
Business Understanding
Comprehensively understand the customer’s buying process, decision-making structure, and business operations.
E
Enabler Focus
Enabler Focus
Identify and support the enabler—the internal champion who drives enterprise change—not just the decision-maker.
C
Close Plan
Close Plan
A shared roadmap with the enabler, co-planning how to navigate the customer’s decision-making process.
Q
Diagnostic Questions
Diagnostic Questions
Like a doctor diagnosing a patient, uncover the customer’s true challenges through expert questioning.
A
AI Integration
AI Augmentation
Leverage AI across the entire sales process to improve output quality and operational efficiency.
In this free audio course, we distill the full BECQA framework and practical tips you can use starting tomorrow.
BECQA Audio Course
MP3 format / 15 min
Slide Deck
PDF format / 16 pages
Action Checklist
Ready-to-use action items
What You’ll Learn
Why 84% of deals are decided at the first meeting—the mechanism
What customers have already "decided" before meeting a sales rep
How to read a customer’s core challenges from financial statements in 3 minutes
The "Great First Impression + Relentless Follow-Up" approach
The new role required of sales professionals in the AI era
Recommended For
About the Instructor
Hideki Sakai
CEO, Sales Trek Inc.
With over 30 years in B2B sales at global IT companies, Hideki served as Country Manager and led numerous business expansions. He systematized the BECQA method—his customer-centric approach—and now works to bring innovation to sales practices. He is also developing Sales AI Capsule, an AI-powered sales practice SaaS.
Corporate Training
"Customer-Centric Sales Overview Course"
"B2B sales still has enormous untapped potential. Let’s evolve your sales approach together with customer-centric thinking and AI."
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