B2B sales programmes
B2B Sales Gladiator Course
This Programme is specifically designed for sales people who want to achieve immediate results at trade fairs. Where some companies only return home from a trade fair with a bunch of 'addresses', colleagues have already generated hundreds of thousands in sales because their Sales Team was trained to sell at trade fairs. Give your company a directly measurable return on investment at the trade show and let your Sales Team follow this digital training. It will have a huge impact on the overall result of your trade fair participation.
This B2B Sales Programme consists of the following four Modules:
- Prospecting, Lead Generation & Networking
- Pitching with ROI (Return On Investment)
- Speaking Body Language
- Profitable participation in trade fairs
Total
72 Training movies
Prospecting, Lead Generation & Networking
Prospecting is a tricky subject even for experienced sales people. After following this module, a sales rep can generate new Prospects so much more effectively, especially through his or her knowledge of segmentation and tailoring his or her approach to specific customer segments. Lead Generation can be done at any time (for example also in the Sales rep's private life) and yields the most profitable customers. These customers have cost nothing to marketing and already have confidence from the reference. Those who learn to make contacts easily, for example at networking events, can constantly reap the benefits of this during their entire sales career. This module will be a powerful booster for the inflow of your sales funnel.
Pitching with ROI (Return On Investment)
Pitching with ROI is a real key module. First you will look for potential customers by networking or prospecting. Then you hope to sell your idea, your product or your services to these prospects and establish a long-term relationship with your new customers. Your pitch will be the key to this. During this pitch, the client will consciously or unconsciously make certain moves and it is up to you to make the right counter moves because, just like in chess, pitching is a very strategic matter that involves a lot of psychology and expertise. In any case, this is a very interesting module for every B2B sales person who wants to present himself strongly to potential clients.
Speaking Body Language
Some researchers talk about 50, others about 80% of your communication being determined by your body language. Important enough for every sales person to take a closer look at this subject. Body language is a language that you can learn to 'read' in your customers on the one hand, and on the other hand, as in this Digital Coaching Module, it's something you can learn to 'speak' to your customers. All politicians and media personalities have learned it, and now it is the salesperson's turn. Those who support their message with the right body language come across so much more powerful and reliable to their customers. As such, the result will not be long in coming.
Profitable participation in trade fairs
This Digital Course is about successfully participating in trade fairs, or, participating in a trade fair in such a way that you, as a company, also get the maximum return from your participation. Because participating in fairs costs a lot of money and only if you work in the right way before, during and after the fair will that cost turn out to be a very good investment. The participants learn best practices from more than 30 years of experience in international coaching of commercial teams, who, through their professional approach, have made their respective companies' trade fairs successful.
Your SALESTEAM will acquire the KNOWLEDGE through this Programme to, among other things:
- Transform COLD prospecting into WARM prospecting, which will also result in much less "resistance" to prospecting
- Learn the structure and importance of a good CALL SCRIPT that will be their guide in telephone prospecting
- Learn how to create the IDEAL CONDITIONS for an OPTIMAL sales conversation.
- How to react to conscious and unconscious moves potential customers make when pitching your business
- How to deliver a powerful ELEVATOR Pitch in a matter of minutes
- How to close a Pitch with a powerful CLOSING to achieve maximum ROI on your Pitches
- Anchoring' an ideal sales atmosphere by means of auditory, visual & kinaesthetic anchors and by adjusting the 'internal dialogue' (self-talk), something that is certainly very important at an exhibition stand
- Use the right body language to quickly gain the CONFIDENCE of customers
- Avoiding to, out of a certain nervousness, use a body language on the stand that would have the opposite effect, i.e., that the salesperson would be perceived as untrustworthy by the visitors on your stand
- Take into account the Do's and Don'ts of a trade fair participation, something that will certainly benefit the return on your trade fair participation.
Some very interesting option modules in this programme are certainly the modules Closing Techniques & Objection Handling
These modules are originally intended for B2C sellers working in High Price Retail and therefore sell valuable goods to private customers. In this Digital Coaching Module, I teach commercial employees to 'close' in a soft but very clear way, and then also to deal with possible objections or purchase hesitations (thinking about it, too expensive, comparing, etc...) from customers. Of course, this is information that is also very interesting for B2B sellersif not for their personal sales situations, then often to help their customers with information on how to sell more smoothly and easily.
In this way, your B2B sales force becomes a valuable source of information for the respective distributors of your products & services.
