B2B Selling Skills will have IMMEDIATE IMPACT on the success of Face-to-Face Salespeople who sell a considered purchase.
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.
Understanding the B2B sales landscape
Key differences between B2B and B2C sales
The role of B2B sales professionals
Conducting market research and industry analysis
Identifying target industries and companies
Profiling potential B2B c...
Course Content
2 sections • 2 lectures • 00h 40m total length
Conducting market research and industry analysis Identifying target industries and companies Profiling potential B2B customers
Conducting market research and industry analysis
Identifying target industries and companies
Profiling potential B2B customers
20minmin
Building and Maintaining Relationships
Conducting market research and industry analysis
Identifying target industries and companies
Profiling potential B2B customers
20minmin
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.
Description
This course is specifically for Customer Facing Salespeople who are selling a product or a service that is a Considered Purchase i.e. the customer has a number of choices in the market place based on solution, price, delivery, quality, guarantee or function (they don't just rock up and buy the product without the salesperson being involved).
The course will take about 3 hours to complete and includes 15 video presentations by Ken Fowler (in person, not talking over a PowerPoint presentation), accompanied by supporting documentation and worksheets.
As you progress through the training you will complete five worksheets which will be used at the completion of the course to produce your personal B2B Selling Skills Sales Strategy. This is the 'Holy Grail' of selling tools and once you have done yours, you will wonder how you ever survived without it and YOU WILL USE IT FOR EVER.
Plus, I'd like you to send it to me so I can review it and make sure you have squeezed the most out of the course to maximise the benefit from your investment.
Let me say right from the outset that there is no trickery or gimmick or 'secret formula' to B2B Selling Skills. It is good fundamental common sense logic that is used all around the world and the foundation of sales success in every industry.
Go on, get into it and see what you will learn. I bet you are dying to find out what THE KILLER QUESTION is. When you start using it you will suddenly find out why your customers are going to buy (or not going to buy) and this information will shock you!
It is my wish to improve the selling skills of all salespeople with this course so that you can really enjoy your career in sales, take pride in being able to identify and satisfy your customers needs, and be able to make to make a profit out of it.
Profit - It's not a dirty word.
If you don't make a profit out of your sales then everyone loses because nothing happens until somebody sells something!
Think about this for a moment - it will give you an insight into my PASSION for sales.
No one designs anything, no one manufacturer's anything, no one ships anything, no one receipts anything, no one warehouses anything, no one counts anything, no one invoices anything, or analysis it, credits it, guarantees it or delivers it or gets paid for anything until somebody sells it.
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