Business to Business Selling Skills

B2B Selling Skills will have IMMEDIATE IMPACT on the success of Face-to-Face Salespeople who sell a considered purchase.

Created by: Ken Fowler
Sales Professional, Recruiter, Entrepreneurial Leader

What Will I Learn?

• Easily identify why your customer is going to buy.
• Confidently approach ANY sales presentation knowing you have the skills to get the best outcome for all parties.
• Professionally deal with decision makers from purchasing right up to the CEO
• Be able to use THE KILLER QUESTION at the right time, in the right place, with the right person so you will have the "AH HA!" moment.
• Control the sales process from beginning to end to maximise your results.
• Advance your selling skills so that you can handle more complex transactions at a higher level.
• Master closing techniques that allow the customer to buy from you rather than you have to 'close' the deal (SO much easier!)

Requirements

• If you are to get the maximum benefit from the course they should have some experience in customer facing sales. This could be as simple as retail sales or counter sales but ideally where you have had to 'engage' in a discussion with a customer.

Target audience

• This course is for sales people who deal with their customers in a "Face-to-Face" situation and where they are selling a "considered purchase".
• By "Considered Purchase" I mean where the customer has options to choose from (like different suppliers or products that may be price sensitive) and the salesperson can influence their purchase decision with their selling skills.
• It is extremely relevant to Salespeople who have a business development aspect to their work i.e. they need to engage new customers who they don't know, not just call on existing accounts.
• There are some great learning points for Call Centre Salespeople (especially outbound) and for Customer Service/Salespeople that you will need to master if you want to progress to an external sales role or a leaderships position.