Description
Who Should Attend?
This dynamic, fast-paced sales course is designed for the business-to-business salesperson with some experience in sales, but no formal training, or someone in need of a refresher sales course. It will also benefit anyone wishing to move into sales, someone who has been newly appointed to a sales position, or anyone thinking of ‘business-to-business’ sales as a career.
About The Program
Delegates will learn the techniques and skills needed by the professional ‘business-to-business’ (B2B) salesperson, in these highly competitive times. It is a very participative course which reinforces learning points, through syndicate and practical exercises. It is also a very helpful course for those people who have just been appointed to a sales position, and who need to fully understand the key concepts and structure of a sale. All the processes of B2B selling are covered in an easy-to-understand, step-by-step format.
Course Objectives
- To provide each delegate with a carefully structured plan for effectively selling their products and services in fiercely competitive market conditions
- To look at the key stages of a sale, and clearly identify areas where each delegate needs improvement
- To provide delegates with many practical tools that will lead to improved personal performance in their day-to-day work in sales
- To help delegates gain a new momentum for their sales development
- To improve the ability of each delegate to look at various problems in sales with a completely fresh perspective
- To provide each delegate with a range of helpful and practical suggestions to enable them to improve their overall sales performance
What You Will Gain
- A clear understanding of all the stages of the ‘business-to-business’ sales process
- A more confident and competent approach to the whole sales process
- Knowledge of how call cycles and ratios are key to sales success
- A clearer understanding of pricing and margins
- A 100% ‘customer centric’ approach of how to sell
- A dramatic new momentum for your sales development
- The ability to put various problems of selling into fresh perspective
- Many helpful and practical ideas and suggestions to assist you in your day-to-day work
- An interchange of new thoughts and ideas, with other delegates and the Tutor
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