Essential Skills of B2B Selling

Essential Skills of B2B Selling Is a dynamic and highly-interactive workshop that takes you - in just 1 day - through all the critical selling skills, vital tools and compelling techniques that you must have to succeed in any highly-competitive sales environment.

Be prepared no matter how tough things get. Take this opportunity to sharpen your personal sales expertise, customised to your own style and industry. This workshop will arm you with knowledge, skills and confidence that will ensure maximum results in any selling situation.

Understand business from your customer’s viewpoint

The starting point for the buying process. Find out how to see the business situation through the eyes of your customers, and then develop of your own winning sales approaches - from their point-of-view!

Get more from every sales meeting

A skilled approach to opening a consultative sales meeting can make a tremendous difference to the course and outcome of the discussion. Learn how to do this skilfully, and separate yourself from the competition right from the beginning!

Create a rapport with your customers

Vitally important when meeting for the first time, creating the foundation for a positive business association is critical for your eventual success. And then how you go on to build a mutually-beneficial business relationship. Successful selling also means successful buying for your customer.

Uncover hidden opportunities

Most salespeople never identify the real opportunities to do business. Find out how to really get to the heart of what is important to your customer and develop a true understanding of your potential value to them as a long term strategic partner.

Present a powerful solution based on real needs

Now you really understand how much value you can add for your customer, learn how to present a compelling benefit-based solution that really delivers for your customer.

Handle difficult situations, awkward questions and objections

You need to remain in control of the discussion. You will learn how to separate the real issues from smokescreens and discover valuable techniques that will help you stay on course and not only turn objections to your advantage, but even prevent them from becoming issues in the first place.

Negotiate for win-win outcomes

Sooner or later any sales person will need to negotiate for what they want. Mastering the secrets of win-win negotiating makes sure that both buyer and seller walk away happy with the outcome value of any agreement, and provides the basis for long term business relationships.

Gain commitment

Most buyers in business today will resist if they feel old style ’closing techniques’ are being used on them. Learn how to both gain commitment and advance the sale using a straightforward collaborative style which involves the customer in the decision to move the project forward.

Increase customer share

The real power of Consultative Selling is how increasing the amount of business with existing customer becomes a completely natural extension of the strategic relationship you will establish. Understanding and applying the account development tools brings a rapid increase in sales growth.

If for any reason you are not completely satisfied with any Breakthrough workshop, your money will be immediately refunded in full.

As a delegate you will:

Not only this, but you will also be able to share experiences with and learn from other B2B sales professionals from different industries.