This course information is a mainstay programme for many company sales representatives, territory managers, business development representatives as it establishes the disciplines and processes necessary to excel in your role. The programme teaches you how to manage the sales process and why customers do what they do during meetings. How to manage the opportunities to a successful conclusion respectfully, ensuring you can return month after month and continue to grow your business with them.
Course Design:
These are accelerated learning modules packed with knowledge and experience. This programme is typically a three day in classroom event that you can now learn in just 4 hours.
This course is designed for:
For salespeople involved in business-to-business selling focused on aligning to modern selling practices to increase sales and be aligned to buyer's decision-making processes.
If developing your skills to improve your sales responsibility and career development is important, this is a must-do programme.
Course Content
How the Different Selling Styles and Eras Affect You
- Understanding the "new" customer style and what they demand of you as a salesperson
- Selling in the new century, compared with other decades
- Viewing business through the eyes of the customer
- Effective selling practices in today's competitive market.
Building Rapport
- Removing the myths of building rapport
- Building genuine rapport through Neurolinguistics (NLP)
- Building trust
Personality Styles in Decision-Making
- Identifying the four behavioural styles through personalities
- How to sell to each different style
- What stops people from purchasing from you
VAK Communication Styles
- Understanding people's preferred methods of taking in information and buying
- Avoiding the barriers that stop your customer buying your product/service
- Avoiding miscommunication with your prospects and customers
Sales Planning For Success
- Learn the keys to delivering over sales goal results
- Planning and working a successful prospecting programme
- Programming your activity levels to exceed budgets/sales goals
The Sales Process
- Working with the New Sales Process
- Understanding the impact of missing steps
- How the new steps impact your customer's buying experience
Prospecting: Managing Voicemail and GateKeepers
- Managing Voicemail and Gatekeepers to gain access to decision-makers
- What to say when leaving messages for decision-makers
- Tactics and approaches for working with gatekeepers
Prospecting Via Email For Salespeople
- Using email to our advantage to gain a response from decision-makers
- Removing gimmicks and pitches from emails
- How to write emails that engage people
Qualification of Prospects
- Understanding sales activity and how it influences your results
- How to consistently qualify prospects to improve your sales
- Questions you need to ask to qualify prospects
Needs Analysis to Explore all Opportunities
- Keys to finding a prospect's real needs through the five-step process
- Identifying what most salespeople don't do that costs them sales
- Techniques for a thorough needs analysis
- Understanding the quality of questions you need for success
Value-Added Selling Techniques to Reduce Price Pressure
- What are Value-added Selling Techniques
- The difference between competitive advantage and value-add
- What to avoid when working with value-adds
- Examples of other company value-adds.
The Structure of Presentations
- Understanding the mechanics behind presentations to get results
- Maximising the use of your selling tools
- Points to avoid when doing a presentation
- What stops the buyer from actually buying
Handling Objections and Preparing For Ownership
- Learning to identify why objections occur in your sales
- Working with objections so that the customer still wants to buy
- Handling the price objections
- Having customers more willing to buy than you are to sell
Professionally Closing Sales
- Skill of soft closing and techniques you can implement
- Why sales do not close
Everything You Need to Know About Sales Focus B2B Selling Skills Programme
This course is a comprehensive and well-structured introduction to Sales Focus B2B Selling Skills Programme. The instructor, Adele Crane, is a leading expert in the field with a wealth of experience in Business to share.
The course is well-structured and easy to follow, and the instructor does a great job of explaining complex concepts in a clear and concise way.
The course is divided into sections, each of which covers a different aspect related to Sales. Each module contains a series of video lectures, readings, and hands-on exercises.
The instructor does a great job of explaining each topic in a clear and concise way. He/She also provides plenty of examples and exercises to help students learn the material.
One of the things I liked most about this course is that it is very practical. The instructor focuses on teaching students the skills and knowledge they need to succeed in the real world. He/She also provides students with access to a variety of resources, including templates, checklists, and cheat sheets.
Another thing I liked about this course is that it is offered on Udemy. Udemy is a great platform for taking online courses because it offers a lot of flexibility for students. Students can choose to take courses at their own pace, and they can access the course materials from anywhere with an internet connection.
Udemy also offers a variety of payment options, so students can find a plan that works for them. The course also has a very active community forum where students can ask questions and interact with each other. The instructor is also very responsive to student questions and feedback.
Overall, I highly recommend this course to anyone who is interested in learning Sales Focus B2B Selling Skills Programme. It is a well-organized and informative course that will teach you the skills and knowledge you need to succeed.
Got a question? We've got answers. If you have some other questions, please contact us.
To use coupons on our website, simply click on the "Take this course" button next to the course you're interested in. You will be redirected to the Udemy course page with the coupon applied automatically.
The coupons on our website can significantly reduce the price of Udemy courses, often making them very affordable or even free. However, the availability and terms of the coupons may vary.
Absolutely! We value your input and want to provide you with the courses you're interested in. If you have a specific course in mind that you'd like to see on our website, please don't hesitate to reach out to us. Simply send us the course title, and we'll do our best to contact the instructor and make it available to you.
The course may not be free on Udemy for two main reasons:Firstly, if the coupon for the course has expired, it won't be available for free or at a discounted price. Secondly, coupons often have a limited number of redemptions, and if the maximum limit has been reached, new users may not be able to enroll for free.
Yes, it's completely legal to enroll in courses using the coupons provided on our website. The coupons are offered in collaboration with instructors and are a legitimate way to access courses at discounted or free rates. However, it's essential to respect the terms and conditions set by Udemy and the course instructors.
The validity of coupons can vary from course to course. Some coupons may have a limited time frame of 4 days, while others could be available for an extended period. Be sure to check the coupon expiry details on our website.
