Essential selling skills to assist you delivering your sales goal, build your customer base and excel in your role.
What you will learn
How the Different Selling Styles and Eras Affect You – Understanding the “new” customer style and what they demand of you as a salesperson
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
VAK Communication Styles – Understanding people’s preferred methods of taking in information and buying
Sales Planning For Success – Learn the keys to delivering over sales goal results
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
Prospecting Via Email For Salespeople – Using email to our advantage to gain a response from decision-makers
Qualification of Prospects – Understanding sales activity and how it influences your results – How to consistently qualify prospects to improve your sales
Needs Analysis to Explore all Opportunities – Keys to finding a prospect’s real needs through the five step process – Identifying what most sales people don’t d
Value-Added Selling Techniques to Reduce Price Pressure – What are Value-added Selling Techniques – The difference between competitive advantage and value-add
The Structure of Presentations – Understanding the mechanics behind presentations to get results
Handling Objections and Preparing For Ownership – Learning to identify why objections occur in your sales
Professionally Closing Sales – kill of soft closing and techniques you can implement – Why sales do not close
Why take this course?
🌟 Sales Focus: B2B Selling Skills Program 🌟
Who is this course for?
Whether you’re a seasoned sales professional or just starting out, this course is tailored for salespeople in the B2B sector who are keen to sharpen their skills and align with modern selling practices. It’s designed to help you navigate the complexities of today’s sales landscape, understand customer decision-making processes, and ultimately exceed your sales goals and build a robust customer base.
🎓 Course Content Overview:
- Understanding Sales Through the Ages 🕰️
- Dive into the evolution of selling styles and eras.
- Adapt to modern buying behaviors and align with your customers’ expectations.
- Building Rapport 🤝
- Dispel common myths about rapport.
- Master the art of building genuine trust through Neurolinguistics (NLP).
- Personality Styles in Decision-Making 🧠
- Learn to identify and engage with different behavioral styles.
- Discover how each style influences buying decisions and overcome obstacles to sales.
- VAK Communication Styles 📚
- Understand your customers’ preferred communication methods for effective selling.
- Avoid miscommunication and barriers that hinder sales.
- Sales Planning for Success 📈
- Key strategies for achieving and surpassing sales goals.
- Develop a successful prospecting program and activity plan.
- The Sales Process 🛠️
- Work with the New Sales Process to enhance your customer’s buying experience.
- Understand the critical impact of each step in the process.
- Prospecting: Mastering Voicemail and GateKeepers 🗣️
- Gain access to decision-makers effectively.
- Learn what to say in voicemails and how to navigate gatekeepers.
- Prospecting Via Email ✉️
- Utilize email communication to generate responses from prospects.
- Say goodbye to gimmicky pitches and learn to write engaging emails.
- Qualification of Prospects 🎯
- Learn the art of prospect qualification to improve sales results.
- Discover effective questions that will help you consistently qualify prospects.
- Needs Analysis 🔍
- Master the five-step process for uncovering real client needs.
- Identify common oversights in sales that cost opportunities.
- Value-Added Selling Techniques 🚀
- Understand how to implement value-added selling to reduce price pressure.
- Learn the difference between competitive advantage and true value-adds.
- The Structure of Presentations 👨🏫
- Maximize your sales tools through effective presentation strategies.
- Avoid common mistakes that can prevent a sale.
- Handling Objections and Preparing For Ownership 🛡️
- Identify the root causes of objections in your sales process.
- Work with objections to keep the buyer engaged and interested in buying.
- Professionally Closing Sales 💫
- Master soft closing techniques that will lead to more confident “yes” from buyers.
- Understand why sales don’t close and how to address these issues.
By the end of this comprehensive program, you’ll be armed with the skills and knowledge necessary to excel in your role as a B2B sales professional. Adele Cranecourse’s “Sales Focus: B2B Selling Skills Program” is your key to unlocking a new level of selling success. 🚀
Enroll today and transform the way you approach sales! 🌟
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