Development Programme on B2B Sales
- Status:We are working on the next season
About the Programme
B2B Sales in the era of the Internet are very different from those of the past. Therefore, customers impose absolutely new requirements on sellers. Those sellers who respond these requirements are successful in sales. The rest – pick up crumbs from their table.
Problems and market situations that sellers in B2B sales are facing every day cause a great difficulty they do not know how to cope with:
- Now the consumer has access to almost all information that is necessary for the purchase. Often it makes more competent than the sellers themselves. The seller is no longer a bearer of unique information about the product, equipment, services. Now this information is widely available and worth nothing.
- Large and small companies, thanks to the Internet, have, practically, the same opportunities to get access to the client and it enhances competition in the market.
- More and more similar products / services / solutions appear in the market at different price categories.
- Innovations are copied by competitors very quickly, so it is very difficult for companies to keep their uniqueness from the competitor.
- As the consumer becomes more and more internet literate, barriers to switching from one seller to another cease to exist. Sellers are forced to learn to sell value higher than the price, because selling only a discount, stock, bonus, “kills” company’s margin and its earnings.
- The price is important, but customers are willing to overpay and buy more expensive equipment, goods, services as they understand for sure: for what they overpay and realize their benefits. If you can’t sell this way, low sales are inevitable.
The most important skills of the seller at the modern market and its role: to find out the tasks, problems, criteria for choosing a customer and show how the things he sells solve these problems. And those sellers who are able to do this always win in competition, selling expensive and non-discounted products, even if competitors sell cheaper, and more attractive products / services.
This programme provides new tools, change thinking and provides new approaches to the negotiations. Those who complete it, will stay relevant to new trends, and will be successful and rich sellers.
- everyone who negotiates and takes part in the sale of expensive, complex, high-tech equipment, services, solutions, goods for B2B;
- sales managers;
- technical specialists involved in the negotiations (engineers, technologists, agronomists, etc.);
- regional managers;
- commercial directors;
- sales department managers.
MODULE 1. PRESENTATIONS FOR ACTIVE SALES – FEBRUARY, 12
- What is the solution presentation?
- Why 95% of sellers don’t even reach a solution presentation?
- Why should a meeting with a client start with a “false” presentation. (Development of scripts and language modules for effective presentation)?
- Why does the previous presentation differ from the solution presentation?
- Three languages for presentation of a product or service: advantages, benefits for the client and problems.
- How does the seller communicate in the language of the owner or the general manager and how to set the goal for negotiations correctly?
- How to cause customers interest in a product or cooperation with a company with properly constructed presentation.
- How to change the customer’s point of view to the one we need.
- How to make a presentation understandable for any client.
- How to collect customers criteria they know and don’t realize.
- In what cases it is necessary to use “negative” in the presentation.
MODULE 2. EVERYTHING ABOUT THE QUESTIONS TO THE CLIENT – FFEBRUARY, 19
- How to use the questions to sell the projects and solutions to the customer?
- How to respond to tricky and complex customers questions?
- Personal, quantitative, professional, alternative, open, closed questions and questions of partial completion: how to put them and when to use.
- How to build trust with the customer and develop the interest for cooperation in general, to the product, to the service.
- What questions should you ask when dealing with a customer?
- How many questions and when should you ask questions to the customer during the negotiations?
MODULE 3. NO MORE OBJECTIONS! ALL THE TRUTH ABOUT HOW TO DEAL WITH THE OBJECTIONS – FEBRUARY, 26
- How to deal with such objections as “it’s expensive”, “I’ll think”, “I already have a supplier” and learn to read your customers thoughts.
- How to continue the conversation when the customer says: “I need to think”.
- How to explain a high proce of the product in comparison with the competitor’s .
- Examples of unique scripts and techniques.
- Eight types of objections. What is actually an objection?
- How to work with a request for a discount?
- How to bargain with the customer correctly and not to give him more than it’s necessary
AFTER ATTENDING THE PROGRAMME EVERY PARTICIPANT:
- will raise the level of winnings from forecasted deals: from 30% to 50%, the percentage of sellers who carry out the sales plan: from 50% to 70%, the percentage of overall plan execution: from 70% to 90%.
- will learn how to increase the amount of the average deal by increasing sales of more expensive goods and services.
- will understand how to increase conversions of negotiations (more deals for fewer meetings) and reduce the length of the transaction process
- will learn how to justify the higher cost of a product / service as efficiently as possible
- will get knowledge of strategies to increase the marginality of the deal and reduce the percentage of discounts