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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
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.
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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.
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In the classroom
sessions, we present proven, best practice business-to-business sales
methods and techniques. Then, participants try them out through
exercises, role-plays, and simulations.
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Online access to
electronic copies of the course materials and a range of additional
resources provides participants with additional support that extends the
longevity of learning and aids application.
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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Study
best practice for B2B sales success
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Advance industry, market, and customer understanding
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Increase ability to call high, get a hearing, and communicate
effectively at board level
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Provide frameworks, methods, and tools that have an immediate impact
on results
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Recognise different sales styles and learn when to use which style
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Learn
planning shortcuts that improve personal organisation and sales
productivity
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Develop advanced communication and persuasion skills to increase
influence
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Refine traditional sales skills including objection handling,
negotiation, and closing
Course Contents
Fees
Reservations
Feedback
Pre Course Assessment
Small Groups |
