B2B sales professionals today operate in a highly competitive and complex environment where conventional selling techniques and strategies no longer work. Reliance on volume transactions, pricing and other usual sales techniques may even hurt the company's long-term prospects in the industry. To succeed and sustain peak sales performance, B2B salespeople need to invest in training and orientate themselves to go beyond product pushing. This requires a major paradigm shift.
By the end of this course, delegates will be able to:
- Gain an understanding of the key principles and concepts underlying the practice of successful B2B selling
- Learn the techniques and tools used by successful B2B salespeople
- Help salespeople map out and target suitable B2B customers
- Equip salespeople with useful sales processes & strategies to implement an effective selling process
- Apply selected techniques and tools during the "hands-on" sessions involving case studies and role-plays
The Key Changes Affecting Modern B2B Selling
- Changes and their impact on modern day selling
- What it takes to succeed in sales today
Sales Planning & Targeting B2B Customers
- The need to target and plan the sales call
- Identifying the selling cycle
B2B Prospecting Techniques
- Traditional prospecting techniques
- Developments in approaches to prospecting
B2B Pre-call Planning and Strategies
- Identifying prospects' business problems and initiating solutions
- Creating a target account profile
Building a Problem Ladder of Target Prospects
- Mapping the causes and flows of critical business issues throughout the organisation
- Identifying target executives and mapping selling strategies and techniques
Establishing the VITO Strategy
- Why selling to VITO is essential in modern B2B selling
- Crafting VITO strategies
Managing Relationships
- Establishing multi-level alliances
- Building and maintaining relationships at different levels
Newly-appointed salespeople embarking on a B2B selling career
Business development executives responsible for developing new B2B accounts
Sales executives responsible for marinating and keeping profitable corporate accounts