Selling business to business products services

Custom designed:

Quality, in-house training for your organisation’s needs

Overview:

This intensive programme provides participants with the opportunity to develop heir Business to business sales (B2B) skills. The programme steps through the sales cycle; highlighting the knowledge, skills and behaviours that lead to success

Business to Business Selling Skills

People like to buy from people;

logical and rational arguments help but buying is essentially an emotional decision”

Training Style:

Interactive, enjoyable  and thought provoking. The workshop uses inputs from the course leader, group and individual exercises, and simulated sales calls and meetings

More Information:

If you want to know more about this course or its suitability for you or a colleague, call us on 020 8374 3985 and speak informally to one of our course leaders, or message

Who will benefit:

Sales representatives, consultants and business developers

Objectives:

To introduce or build on participants knowledge of B2B Sales tools and techniques

By the end of the course participants will have:

• Understand and have practiced the main stages of the sales life-cycle
• To develop ongoing and profitable client relationships
• How to market their products and services effectively
• Practised their sales techniques and received feedback
• Become more confident in selling situations
• Produced an action plan for their further development

Content:

(We customise and structure the content to your organisation's specific needs)

• Introduction to the “PINS Triple C” sales model - Preparation, Interest, Needs and Solutions, close, confirm and contact   
• The best salespeople I know / have known
• What knowledge, skills, behaviours and mind et are required?
• How can we build clients for life?
• Sales planning
• Identifying and using Unique Selling Points
• Understanding the difference between features and benefits
• Desk research – sources of information
• Analysis from desk information
• Being clear on your goals at each stage
• Marketing strategies and key insights about their effectiveness

► Cold calling

► Sales letters and emails

► Networks

► Referrals

► Conferences

► Web based promotion

• Effective sales meetings
• Building rapport
• Building confidence
• Getting your potential customers interested
• Asking open questions and active listening
• Hearing “problems”, exploring their implications and turning them into real “needs”
• Framing solutions
• Objections at this stage
• Closing the sale, types of closes
• Confirming the sale, getting it in writing!
• Ongoing contact, to reassure and provide ongoing customer service