Critical Skills Training for B2B Sales Professionals

Most sales people never take the time to really understand what their customers and prospects want, and so miss many sales opportunities. This workshop is a real master class in the process of uncovering the real needs of the customer. Using sophisticated questioning and listening techniques, the delegate will be able not just to understand what the customer wants, but will be able to go a stage further, developing the needs and the value of the solution, so preparing the customer for the benefit proposal.

Each individual business has its own clear and unique set of benefits to offer its customers. Through a structured identification approach, this programme will encourage delegates to look at the products and services they provide from the customers point of view. Through documenting Features Advantages and Benefits step-by-step, delegates will achieve a clear understanding of the potential value they add for customers.

A sales professional understands that a powerful proposal will not only require a deep understanding of what customers need, and the cost of not getting it, but also the specific benefits of his own product or service. This workshop will show how your Unique Perceived Benefit will form the basis of a compelling proposal.

Objections to the sale (or to the sales person!) can come at any time, and can take many forms. Not only that, but in many cases the objections can mask other issues or concerns. This workshop prepares the sales person to spot objections, to understand why they are being raised, how to test the difference between ‘real’ and ‘false’ objections, and then how to take a calm and structured approach to handling them.

Negotiating is a fundamental fact of life at any level. Whether you are working on a project or fulfilling support duties, this workshop will provide you with a basic comfort level to negotiate with both internal and external clients. This interactive workshop includes tools to promote effective communications and gives you techniques for turning face-to-face confrontation into side-by-side problem solving.

Networking can play an important role in prospecting for new leads. This workshop considers the many different routes and styles of networking opportunities. More importantly, the skills required to become a master networker are identified, discussed and practiced.

Everyone involved in selling needs to be aware of the need to continuously move the sale process forward, and not to lose control of the momentum. This means being aware of the tactics employed by purchasing professionals to slow things down or even to sideline your proposals, and to understand and exert influence within a customer organisation. Closing the sale is the
ultimate advance, and needs to be handled smoothly and elegantly

A great and persuasive presenter has two unique qualities: appropriate skills and personal confidence. This confidence comes from knowing what you want to say and being comfortable with your communication skills. In this workshop, you will master the skills that will make you a better speaker and presenter.

Speaking under pressure, or thinking on your feet, is an invaluable skill for any
sales professional. Being able to quickly organise your thoughts and ideas, conveying them meaningfully to your audience to modify their attitudes or behavior, requires presence of mind, goal orientation, adaptation, and judgment. This course is aimed at improving skills and learning new techniques which will give you the persuasive edge when you are making a presentation, fielding difficult questions, or presenting complex information.

If you would like to know more about our In-House Training options fill in the form below or give us a call on 0845 056 9508