B2B sales programmes
Master Practitioner Course in B2B Sales
This programme is our best-selling entry-level programme because, on the one hand, it is already a fairly complete package due to the combination of verbal and non-verbal knowledge and, on the other hand, because it produces results within the first few months time after time.
This B2B Sales Programme consists of the following four Modules:
- Prospecting, Lead Generation & Networking
- Pitching with ROI (Return On Investment)
- Speaking Body Language
- Profitable Negotiating
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 Negotiating
This module handles negotiating and more specifically, about negotiating in such a way that you also have a maximum return from your negotiations. Companies do not grow from turnover, companies grow from margin. This is something that is still too often overlooked and it is something that you can improve enormously with a good negotiation strategy. To be able to negotiate well, you will need to get to know yourself better, on the one hand, and learn to 'recognise' your negotiating partners, on the other. Once you can do that, it is not so difficult to choose the right strategy. And in negotiating, the strategic approach is almost always the decisive element to walk away from the negotiating table with a profit, an agreement or with a margin.
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
- Start much stronger in the negotiations starting from a well thought-out BATNA
- Characterise themselves as negotiators, as well as their clients, and from this point of view be able to communicate much more effectively in negotiations
- Take cultural differences into account in negotiations, which is vital in international negotiations
- Transform Win-Lose negotiations into Win-Win negotiations that clearly benefit both parties
- Use the right body language to quickly gain the CONFIDENCE of customers
- Avoid 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 customers
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.
