Business to Business Selling Skills by Udemy
B2B Selling Skills will have IMMEDIATE IMPACT on the success of Face-to-Face Salespeople who sell a considered purchase.
Course Highlights
- 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.
- Master closing techniques that allow the customer to buy from you rather than you have to 'close' the deal (SO much easier!)
Curriculum
10 Topics
B2B Selling Skills Introduction
Nothing happens until somebody sells something!
Your Position Description
A basic rule of sales you MUST understand to be successful
Why do people buy?
So what problem do you solve?
Why are Salespeople scared of selling?
Your Ego is not your Amigo!
Who's the MAN?
Are you talking to the "Appropriate Person"?
8 Topics
Information = Power
Five specific pieces of information that you MUST HAVE!
Open and Closed Questions
The top six open questions you need to use in every sale.
Follow the lead ....
Dig down deep and listen for the feeling.
Controlling the Sale
Don't go into TELL MODE!
8 Topics
THE KILLER QUESTION
Make sure you use it at the right time in the right way!
Doctor of Sales
Diagnose before you prescribe
Closing the Sale
If the salesperson says it the customer can doubt it. BUT ....
Setting the Agenda
Take the pain away.
6 Topics
First in first served / Til death do us part.
5 minute warning!!! It's not over until you say it's over!
Solve the problem that's going to happen after the problem ....
This will take all your issues away and you'll never have a deal go bad again!
Your B2B Selling Skills Sales Strategy
Let’s put it into place in the Briefing Sheet
Business to Business Selling Skills
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