Shifting Minds Limited  Registered office: Twyford House, 51 Twyford Avenue, London, N2 9NR, United Kingdom. 

Website:  www.shiftingminds.com  Copyright © 2016 Shifting Minds Limited    

Registered Limited Company 5003036    VAT Registration 832 3704 46

Helping organisations and people grow Last updated: July 19, 2018
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Our clients:

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People and Partners

Enquiry

020 8374 3985

Our blog…

Selling business to business products services

(One or two days)

Custom designed:

Quality, in-house training for your organisation’s needs

Overview:

This intensive programme provides participants with the opportunity to develop heir Business to business sales (B2B) skills. The programme steps through the sales cycle; highlighting the knowledge, skills and behaviours that lead to success


Business to Business Selling Skills


“People like to buy from people; logical and rational arguments help, but buying is essentially an emotional decision”  





More Information:

If you want to know more about this course or its suitability for you or a colleague, call us on 020 8374 3985 and speak informally to one of our course leaders, or email:


office@shiftingminds.com


Training Style:

Interactive, enjoyable  and thought provoking. The workshop uses inputs from the course leader, group and individual exercises, and simulated sales calls and meetings



Who will benefit:

Sales representatives, consultants and business developers

Objectives:

To introduce or build on participants knowledge of B2B Sales tools and techniques

By the end of the course participants will have:


  • Understand and have practiced the main stages of the sales life-cycle
  • To develop ongoing and profitable client relationships
  • How to market their products and services effectively
  • Practised their sales techniques and received feedback
  • Become more confident in selling situations
  • Produced an action plan for their further development

Content:

(We customise and structure the content to your organisation's specific needs)


  • Introduction to the “PINS Triple C” sales model - Preparation, Interest, Needs and Solutions, close, confirm and contact   
  • The best salespeople I know / have known
  • What knowledge, skills, behaviours and mind et are required?
  • How can we build clients for life?
  • Sales planning
  • Identifying and using Unique Selling Points
  • Understanding the difference between features and benefits
  • Desk research – sources of information
  • Analysis from desk information
  • Being clear on your goals at each stage
  • Marketing strategies and key insights about their effectiveness

► Cold calling

► Sales letters and emails

► Networks

► Referrals

► Conferences

► Web based promotion

  • Effective sales meetings
  • Building rapport
  • Building confidence
  • Getting your potential customers interested
  • Asking open questions and active listening
  • Hearing “problems”, exploring their implications and turning them into real “needs”
  • Framing solutions
  • Objections at this stage
  • Closing the sale, types of closes
  • Confirming the sale, getting it in writing!
  • Ongoing contact, to reassure and provide ongoing customer service