Business to Business Selling

Training topics

Effective Business to Business selling is complex and challenging. As you review the list of course topics below, ask yourself how many of your salespeople currently execute a flawless call with every client. Normally the number is far less than 30%, which means there is at least a 70% opportunity for sales performance improvement.


The courses we offer were developed by some of the most respected and successful strategists and trainers in the world so that you can capitalize on that 70% that is full of potential.


Training Topics


Planning the call

How to do effective research – LinkedIn and beyond

The research-proven steps to developing an effective set of questions

Effective deployment of your resources, including your team, to sell to all the individuals who represent your client’s team of decision makers

Planning the commitments you will ask the customer to make

Using the Blast verbal practice and feedback tools to rehearse key call items


This course includes access to our automated pre-call planning system, which saves time, improves results, captures best practices, and disperses them to the sales team.


Opening the Call


Gain agreement on purpose

Verify available time

Gain agreement to ask questions

What it really means to focus on the customer


Post-Call Actions


Do it now

Assess for improvement

Determine next steps

Follow-up

This course includes access to our automated Post-Call Analysis and Action system which saves time, improves results, captures best practices and disperses them to the sales team.


Asking Questions


Selling value: Ask effective question sets, actively listen and then talk value from the client’s perspective.

Using questions to understand the customer’s needs

Using questions to help the customer discover insights and needs they had not previously considered

Using questions as a consultative tool

Understand the myths and traps of improper questioning methods

Practice, practice, practice –the only way to sound natural, competent, and professional


This course includes access to our automated question builder and verbal practice system which saves time, improves results, captures the most effective questions, and disperses them to the sales team.


Establishing Credibility


Leverage company credibility

Develop personal trust

Become a trusted advisor

Understand customer expectations

Be knowledgeable about your product and your company


Active Listening


Test understanding

Summarize

Build support

Clarify value


Optimizing Benefits


Sell targeted value, not simply products or general benefits

Align with customer needs

Leverage intangible benefits

Avoid the traps


Handling Objections


Stop creating objections

Acknowledge and clarify

Understand company capability objections

Minimize price objections


Obtaining Commitment


Close for commitment on every call

Move sales cycle forward

Understand myths

Remember commitments must go both ways


Team Selling


Build cohesion and trust

Plan as a team

Use a call manager

Avoid the talk time trap


Presentations


Customize to each customer

Be ruthless about clarity

Plan Q/A session

Prioritize topics


Price Negotiation


Pre-empting price negotiation

Don’t negotiate with yourself

Understanding the real strength of your position

Using the Risk vs. Price Equation

Other price negotiation strategies

How to say no

Keeping it friendly