Consultative and Business-to-Business Selling
This programme provides a structured approach to winning complex, considered purchases. Participants learn to qualify opportunities rigorously, to uncover the commercial need that sits behind a stated requirement, to build value rather than concede on price, and to navigate decisions involving multiple stakeholders. It is best suited to teams selling into other businesses, where buyers are well informed and the sales cycle is extended.
Key Benefits
- Develop consistency in selling approaches
- Learn prospecting and qualifying skills
- Gain practical time management techniques to achieve more in less time
- Identify features, advantages and benefits of the solution to apply in a sales call scenario
- Learn to gain appointments
- Manage the sales call with effective client communication, rapport building, and uncovering needs
- Develop effective business etiquette and client entertainment skills to overcome objections and closing the sale
MAX 12
2 DAYS
CORPORATE TRAINING