Shifting Minds Limited  Registered office: Twyford House, 51 Twyford Avenue, London, N2 9NR, United Kingdom. 

Website:  www.shiftingminds.com  Copyright © 2023 Shifting Minds Limited    

Registered Limited Company 5003036    VAT Registration 832 3704 46

Helping organisations and people grow Last updated: June 8, 2023

Enquiry

020 8374 3985

We have worked with:-


Private Sector

BT

Muller

SABMiller

AllianzGI

WPP

Discovery Communications

Marks and Spencer

Manpower

Hays

GE

Brambles

Siegwek

Hitachi Rail

Kaplan Financial

Aircom International

Airwave

Spire Payments

Devonshire

Salt

BPP

TubeLines

Nexen

Cabot Financial

OPC Consultancy

MI Sport

People & Partners

Energise Consultancy

Salt Recruitment

Devonshire Recruitment

Consult HR

Mutual Bank

UK Retail Banks

Merchant Bank

Insurance companies

Engineering companies

High street retailers

Management Consultancies


Public Sector

BBC

HMRC

Post Office

NHS

Citizen’s Advice

Basingstoke Council

Ken and Chelsea Council

Northamptonshire Council

East Sussex council

Hampshire Council

City Council

Health authority


3rd Sector

Marie Curie Cancer Care

Prostate Cancer UK

Royal College of  Nursing

City and Guilds

YMCA

ABE

Family Housing

Peabody Trust


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