Sales Skills: B2B Sales Master Class

Course Overview

High earnings associated with B2B sales of complex products such as IT solutions, software applications, outsourced services, telecoms, financial services, advanced technology, and many consulting services, depend on an uncommon combination of technical appreciation, commercial acumen, and specialist sales skills. B2B Sales Master Class equips experienced sales people with the tools, methods, and skills to outclass the competition and maximise their potential.

Four one-day sessions spread over four weeks, allow for practical application and evaluation of the principles, ideas, and methods learnt, between sessions. Participants have time to assimilate what they learn and make use of it before returning to the classroom to review what worked and what needs further study or clarification.

Audience

• Individuals and teams of experienced sales people who need to increase their results
• Established sales people who will benefit from a refresher and exposure to the latest ideas
• Experienced sales people from other fields who now need to succeed selling B2B
• Managers who need to improve sales results or establish best practice sales process

Skills Gained

Completion of this course will enable candidates to:

• Study best practice for B2B sales success
• Advance industry, market, and customer understanding
• Increase ability to call high, get a hearing, and communicate effectively at board level
• Provide frameworks, methods, and tools that have an immediate impact on results
• Recognise different sales styles and learn when to use which style
• Learn planning shortcuts that improve personal organisation and sales productivity
• Develop advanced communication and persuasion skills to increase influence
• Refine traditional sales skills including objection handling, negotiation, and closing

Examinations

N/A

Prerequisites

None

Course Outline

Session One

• Top performer secrets
• Top six customer questions
• Market, and customer understanding
• How to find ideal prospects, easily
• Target achievement planning
• How to call high and get a hearing
• What's expected at senior levels
• Appropriate responses

Session Two

• Choosing the right opportunities
• Getting difficult information
• Why and how of effective forecasting
• Campaign methods & when to use them
• Meeting methods & when to use them
• Reverse selling techniques

Session Three

• Organisation and time management
• Raising personal standards
• Four styles of personal power
• Choosing what people think
• How to recognise power in others
• The means of persuasion
• Persuasion in sales situations
• Use and miss use of power

• Session Four

• How things change in negotiation
• Three rules of successful negotiation
• How to obtain critical information
• Using Strategy to defeat competitors
• Reasons for continuous improvement
• Maintaining development momentum

Sales Skills: B2B Sales Master Class / CM061406