Business to Business Selling Training Course

high performance selling in the business to business market

2 Days - On Request

This course is one of our standard in-company programmes and can be delivered to your people at a venue and date of your choice. If it is not exactly what you want then we can either create a tailored course based on our extensive library of standard course materials or produce a fully bespoke training course for you. Please call 01608 644144 for details.

Only one or two people to train? Then click on one of the following open course options, or consider our coaching service

• Introduction to Selling
• Essential Sales Skills
• Advanced Sales Skills

This course is for the salesperson selling in the business to business market. Business people today have less time, are more difficult to see and have a wide range of suppliers to choose from. The programme presents the skills and techniques required by a successful salesperson working in a competitive business environment. The programme is highly participative, the course tutor drawing on the experiences of the delegates. The key points are reinforced with syndicate and practical exercises to ensure that they are seen in the context of the delegates’ situation. The tutors that deliver this programme are highly experienced in selling in the business to business market and currently perform an active sales role for Spearhead Training. Therefore they are very credible when relating to delegates’ challenges and they are also able to work with them to help them develop a post course sales plan.

 

Programme Contents

• The Role of the Successful Business Salesperson
• The Business Market Today
  
• Business Motives 
  
• Identifying New Business Prospects
  
• Planning the Stages of the Sale  
  
• Pre-Approach Preparation
  
• Appointment Making  
  
• The Challenges of Selling to Business Users
• Selling to Multiple Decision Makers  
  
• Creating the Right Impression
  
• Opening Up the Sale  
  
• Criteria for Purchasing
  
• Using the Spearhead Supplier Profile Model
  
• Identifying and Influencing Customer Needs
  
• Persuasive Communication 
  
• Building the Differentiators
  
• Comparing Favourably against the Competition 
  
• Professional Sales Presentations
  
• Dealing With Difficult Questions 
  
• Overcoming Customer Concerns
  
• Handling Price Objections  
  
• Reacting to Buying Signals  
  
• Gaining Client Commitment
  
• Effective Closing Techniques  
  
• Managing Sales Time  
  
• Management Your Customer
  
• Base Delegates
  
• Post Course Action Plan