Sales Focus B2B Selling Skills Programme

Essential selling skills to assist you delivering your sales goal, build your customer base and excel in your role.

Created by: Adele Crane
CEO at Sales Focus Advisory

What Will I Learn?

• How the Different Selling Styles and Eras Affect You - Understanding the "new" customer style and what they demand of you as a salesperson
• Building Rapport - Removing the myths of building rapport - Building genuine rapport through Neurolinguistics (NLP) - Building trust
• Personality Styles in Decision Making - Identifying the four behavioural styles through personalities - How to sell to each different style
• VAK Communication Styles - Understanding people's preferred methods of taking in information and buying
• Sales Planning For Success - Learn the keys to delivering over sales goal results
• The Sales Process - Working with the New Sales Process - Understanding the impact of missing steps - How the new steps impact your customer's buying experience
• Prospecting: Managing Voicemail and GateKeepers - Managing Voicemail and Gatekeepers to gain access to decision-makers
• Prospecting Via Email For Salespeople - Using email to our advantage to gain a response from decision-makers
• Qualification of Prospects - Understanding sales activity and how it influences your results - How to consistently qualify prospects to improve your sales
• Needs Analysis to Explore all Opportunities - Keys to finding a prospect's real needs through the five step process - Identifying what most sales people don't d
• Value-Added Selling Techniques to Reduce Price Pressure - What are Value-added Selling Techniques - The difference between competitive advantage and value-add
• The Structure of Presentations - Understanding the mechanics behind presentations to get results
• Handling Objections and Preparing For Ownership - Learning to identify why objections occur in your sales
• Professionally Closing Sales - kill of soft closing and techniques you can implement - Why sales do not close

Requirements

• No prerequisite knowledge or additional applications are required for this course

Target audience

• This course is ideal for sales territory representatives, account managers, business development, and sales consultants with a sales goal to deliver. The methodology is consultative selling.