B2B Selling Skills - Nothing happens until somebody sells something!

B2B Selling Skills is FREE sales training for business people whose role is to sell to prospects in a face to face capacity. This sales training is delivered online to save time and maximise the impact that the participants get. You will learn how to structure sales, find the hidden needs, identify buying signals and use The Killer Question. The course culminates in producing a Sales Strategy Briefing Sheet that is specifically tailored for your salesforce which immediately impacts your results straight away.

B2B Selling Skills

Why is B2B Selling Skills so important?

The simple rule is that “Nothing happens until somebody sells something”. You don’t design anything, you don’t engineer anything, you don’t manufacture anything, and you don’t count it, warehouse it, receipt it or put it in your P&L until a salesperson has sold it.

Who is B2B Selling Skills for?

It is designed for Sales Managers whose sales force do two things:
  • Sell in a “Face to Face” situation.
  • Sell a “Considered” purchase
There are many different types of salespeople; ones that handle transactions (FMCG), ones that provide customer service (Retail), and others that manage the sale that’s already been made (Account Managers). All of these are import parts of a business process but they are all reactive role, not proactive roles.
This training is for salespeople where the next thing that comes out of their mouths can make or break the deal. Where the customer has options and is making a “considered purchase”. A considered purchase is quite simply a purchase of value, where there are a number of competitors or suppliers chasing their business, and the value can meet more than one need – so it’s not selling on price!

What outcome will I get?

With 15 lectures and 2 hours of content B2B Selling Skills training will provide you with the tools you must have to Identify and Satisfy the Customers’ Needs, Profitably.
To do that we are going to put together a Briefing Sheetthat you can use every time you engage with a client. This document will become your Sales Structure that will lead your prospects through your Sales Strategy. To build this we are going to utilize the answers to the questions that you will completed doing the course.

B2B Selling Skills - Introduction Video

Video 1

Video 2

Video 3

Title: Your position description – “Identify and Satisfy the Customers’ Needs, Profitably”
Time: 04:50 min
Summary: A basic rule of sales you MUST understand to be successful.

Title: Why do people buy?
Time: 05:02 min
Summary: What problem do you solve?

Title: Why are salespeople scared of selling?
Time: 04:48 min
Summary: Your ego is not your Amigo!

Video 4

Video 5

Video 6

Title: Who’s the MAN?
Time: 04:06 min
Summary: Are you talking to the “Appropriate Person”.

Title: Information = Power
Time: 06:28 min
Summary: 5 specific pieces of information you MUST HAVE!

Title: Open and Closed Questions
Time: 06:12 min
Summary: Top 6 open questions you need to use in every sale.

Video 7

Video 8

Video 9

Title: Follow the lead….
Time: 05:22 min
Summary: Dig down deep and listen for the feeling.

Title: Controlling the Sale
Time: 04:58 min
Summary: Don’t go into TELL MODE!

Title: THE KILLER QUESTION
Time: 03:21 min
Summary: Make sure you use it at the right time, in the right way!

Video 10

Video 11

Video 12

Title: Doctor of Sales
Time: 05:02 min
Summary: Diagnose before you prescribe.

Title: Closing the Sale
Time: 05:37 min
Summary: If the salesperson says it, the customer can doubt it BUT….

Title: Setting the Agenda
Time: 04:09 min
Summary: Take the pain away.

Video 13

Video 14

Video 15

Title: First in, first served / Til death do us part
Time: 05:16 min
Summary: 5 minute warning!!! It’s not over until you say it’s over!

Title: Solve the problem that’s going to happen after the problem…
Time: 02:59 min
Summary: This will take all your issues away and you’ll never have a deal go bad again!

Title: B2B Selling Skills Summary and Action Plan
Time: 04:58 min
Summary: Let’s put it into place in the Briefing Sheet.