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Are you at the top of your
profession? Top sales people create more wealth for their companies and
themselves.
Discover the secrets that can set you apart from
ordinary sales people. Use any or all of a hundred ways to accelerate
your sales success.
Free Pre Course Assessment
(Please register here
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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 specialist sales skills and
methods. Competition for these jobs is intense. Employers are looking
for an uncommon combination of technical appreciation and commercial
acumen. B2B Sales Master Class bridges these two talents and provides
world-class tools that enable B2B sales people to maximise their
potential.
Who Should Attend
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Individuals and teams of experienced
sales people who need to increase their results
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Established sales people who will
benefit from a refresher and exposure to the latest ideas
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Experienced sales people from other
fields who now need to succeed selling B2B.
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Managers who need to improve sales
results or establish best practice sales process
Course Objectives
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Explain how top business to business
sales people consistently outperform their peers, whatever their
circumstances.
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Provide frameworks, methods, and tools
that guide sales activities, increase productivity, reduce the sales
cycle, and improve forecast accuracy.
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Illuminate advanced communication skills
and provide an opportunity to practise them.
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Study the application of persuasion and
influence in sales situations.
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Apply a step by step method for gaining
more access to senior people.
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Practise a solution orientated,
consultative style of selling that turns the sales process into a
collaboration, rewarding both buyer and seller.
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Present and test planning tools and
explain how to use planning to shorten sales cycles and increase chances
of success.
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Explain a tried and tested method
handling objections and test it on the most awkward objections
imaginable.
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Differentiate ‘closing’ from asking for
the order and study how to prepare for a ‘close’ should it become
necessary.
Course Contents
Fees
Dates
Reservations
Feedback
Pre Course Assessment
Small Groups |
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