A training program focusing on how to make Business to Business Selling
Target Audience
Salespeople who are into business to business selling and want to improve their strategy, as well as their efficiency
Training Goals
- immediately visible results in the expansion as well as the efficiency of business to business selling
- progressively increasing loyalty of business to business customers
Contents
- Understanding the particularity & specifics of business to business selling
- Understanding the business to business selling strategy
- Distinguishing the different priorities and the differences between the direct and the indirect customer
- Seeing the customer as a business entity: Corporate values, strategy and what makes their business distinct
- Seeing the human side of the customer: probing, confirming and making good use of the material and psychological needs of the customer in his/her business environment
- Communicating in a purposeful way to identify the ‘Buyer’s Code’ and make good use of it, for both the direct and indirect customer
- Understanding the critical keypoints in the chain of communication with the customer
- Developing negotiation skills
- Understanding how to maintain follow ups
- Getting acquainted with the basic professional presentation skills
- Searching and approaching new business to business selling
- Developing time management skills
Training Methodology
- short and to-the-point presentations
- continuous role-plays for every stage of the communication chain with the customer
- individual personal feedback
Duration and Participations
2 x 2 training days (4 working days – 32 training hours) in groups of 6 participants
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