Business to Business Selling Training Course

high performance selling in the business to business market

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

Course Overview:

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

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