Sales Focus B2B Selling Skills
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The B2B selling skills is for salespeople involved in business-to-business selling focused on
aligning to modern selling practices to increase sales and be
aligned to buyer's decision-making processes.
Duration: 14 Accelerated Modules
This course is designed for Sales Representatives, Account Managers, Business Development Executives, Territory Salespeople and Sales Consultants.
It is designed to assist you in manage a set of accounts, grow business and acquire new accounts.
Total Video Length - 4 hours
B2B Selling Skills Course Content
01
How the Different Selling Styles and Eras Affect You
You will learn:
– Understanding the “new” customer style and what they demand of you as a salesperson
– Selling in the new century, compared with other decades
– Viewing business through the eyes of the customer
– Effective selling practices in today’s competitive market.
Duration – 7.54
02
Building Rapport
You will learn:
– Removing the myths of building rapport
– Building genuine rapport through Neurolinguistics (NLP) – Building trust
Duration – 24.57
03
Personality Styles in Decision-Making
You will learn:
– Identifying the four behavioural styles through personalities
– How to sell to each different style
– What stops people from purchasing from you
Duration – 20.27
04
VAK Communication Styles
You will learn:
– Understanding people’s preferred methods of taking in information and buying
– Avoiding the barriers that stop your customer buying your product/service
– Avoiding miscommunication with your prospects and customers
Duration – 14.11
05
Sales Planning For Success
You will learn:
– Learn the keys to delivering over-sales goal results
– Planning and working on a successful prospecting programme
– Programming your activity levels to exceed budgets/sales goals
Duration – 22.53
06
The Sales Process
You will learn:
– Working with the New Sales Process
– Understanding the impact of missing steps
– How the new steps impact your customer’s buying experience
Duration – 12.03
07
Prospecting: Managing Voicemail and GateKeepers
You will learn:
– Managing Voicemail and Gatekeepers to gain access to decision-makers
– What to say when leaving messages for decision-makers
– Tactics and approaches for working with gatekeepers
Duration – 23.10
08
Prospecting Via Email For Salespeople
You will learn
– Using email to our advantage to gain a response from decision-makers
– Removing gimmicks and pitches from emails
– How to write emails that engage people
Duration – 14.40
09
Qualification of Prospects
You will learn
– Understanding sales activity and how it influences your results
– How to consistently qualify prospects to improve your sales
– Questions you need to ask to qualify prospects
Duration – 08.10
10
Needs Analysis to Explore all Opportunities
You will Learn
– Keys to finding a prospect’s real needs through the five-step process
– Identifying what most salespeople don’t do that costs them sales
– Techniques for a thorough needs analysis
– Understanding the quality of questions you need for success
Duration – 20.50
11
Value-Added Selling Techniques to Reduce Price Pressure
You will learn:
– What are Value-added Selling Techniques
– The difference between competitive advantage and value-add
– What to avoid when working with value-adds
– Examples of other company value-adds.
Duration – 9.36
12
The Structure of Presentations
You will learn:
– Understanding the mechanics behind presentations to get results
– Maximising the use of your selling tools
– Points to avoid when doing a presentation
– What stops the buyer actually buying
Duration – 21.09
13
Handling Objections and Preparing For Ownership
You will learn:
– Learning to identify why objections occur in your sales
– Working with objections so that the customer still wants to buy
– Handling the price objections
– Having customers more willing to buy than you are to sell
Duration – 20.07
14
Professionally Closing Sales
You will learn:
– Skill of soft closing and techniques you can implement
– Why sales do not close
Duration – 12.06
You may also be interested in Sales Focus Trust-Based Selling Programme or Business Case and Complex Sales Programme