Our sales course is designed to upgrade your skills and equip you with the capability to improve sales performance. The sales training course covers vital aspects and offers insight about a range of professional sales techniques.
The b2b sales training – a process in eight easy steps:
Decide which blocks of Business to Business Sales best fit the needs of your managers The content of The Building Blocks of Business to Business Sales training program is the decision of the client. Simply put together the building blocks that you consider most valuable. Each block can be conducted in an hour or a day depending on your specific needs. You decide how many blocks of Business to Business Sales you would like to fit to each day.
Pre-program exercises Participants are provided with relevant articles and case studies two weeks prior to the program commencing. Discussions during the training program will relate to these topics.
Delivery of training program Delivery of The Building Blocks of Business to Business Sale training program.
Executive summary management briefing Following the training program the trainer will be available to provide a summary of key learning outcomes to participants’ managers.
Addendum learning journal A learning journal will accompany every workbook. Participants will be encouraged to make note of creative solutions to address relevant work issues.
One-to-one coaching Approximately three to four weeks after the program, a business coach will contact each participant to monitor their progress and provide some specific ideas to address any issues.
Measuring the results – Retention, Application, Impact, Training/learning index (RAIT™) RAIT is a valid and reliable learning assessment tool which produces a return on your investment, on any training program delivered. Developed by Dr Stanley Rodski, a neuropsychologist, this measurement system enables identification of training which exceeds, meets or falls short of learning expectations.
Smart additional learning Individuals learn in different ways. An additional learning tool will be sent to each participant after the training program. All tools are complimentary and will be pre-approved by your learning team. Tools are selected that are likely to create a behavioural change in each participant, for example, articles of interest and reference materials such as Dale Carnegie’s ‘How to Win Friends and Influence People’.
Key Learning Outcomes of the Building Blocks of Business to Business Sales
Understanding the Value Exchange Concept
Identifying what exactly your clients/customers value and their perception of value
Positioning your value offer
Communicating value to your clients/customers
Identifying your USP
Identifying key strengths that differentiate you from your competitors
Communicating your USP to influence buyer behaviour
Identifying any limitability of your USP
Understanding where your leads come from and segmentation methods
The metrics that should be applied to weight your leads
Getting referrals from existing loyal clients/customers
Understanding question based selling techniques
Understanding active listening and the laddering technique
Tailoring the message to fit the clients/customers needs
Communicating with different personalities, generations and demographics
Communicating a track record to build trust
Communicating value to your clients/customers
Selling Skills for 101 Financial Services Industry
Behaviours of successful salespeople
Adding value instead of discounting
Understanding the AIDA model (over 50 years old)
Telephone Business to Business Sales
Differentiating your offering over the phone
The importance of follow up
Metrics of a good sales call
Email & Proposal Writing
Writing tips to grab attention
Removing excess blockage from written communication
Tailoring your message and identifying common grammatical mistakes
Understanding your clients/customers decision making process
Understanding the psychology of why your clients/customers buy
Hedonistic purchasing or fear avoidance purchasing
Planning and preparing for your negotiation
Inventing win-win outcomes even if it seems impossible
Peppering in tradeables instead of concessions
Building Trust with Clients/Customers
Understanding the 4 biggest drivers of trust
Dangers of over-promising and under delivering
Building trust with the clients/customers experience
Identifying the people responsible for giving you quality referrals
Techniques to get referrals
Recency, frequency and monetary guidelines
Personality profiling your clients/customers
Understanding that each client/customer is unique and a one size fits all approach doesn’t work
Icebreakers to understand what drives your clients/customers
Making sure what you offer is what the client/customer wants
Developing a competitive advantage that can’t be matched
Making your services user-friendly
Building Blocks of Loyalty
Focusing on the lifetime value of clients/customers
The 6 drivers of client/customer loyalty
Reducing the levels of profitable client/customer defections
Client/Customer Relationship Management
Understanding what is meant by Client/Customer Relationship Management
The importance of a loyal client/customer
Techniques to build loyal clients/customers and create brand advocates
Understanding why service failure occurs
Understanding the clients/customers zone of tolerance
Effective strategies for service recovery
Benefits vs. Features
What are the benefits that clients/customers value
Selling techniques that emphasise on benefits rather than features
What is the Benefit Selling Model
Value Added Services
What are your value added services
The different techniques to create value
Increasing repeat purchase behaviours
Organisational Decision Making Skills
Organisational buyer behaviour
Influencing decision makers
Exploring different opportunities in the same organisation
Understanding the psychology of influencing
Understanding decision making
What is the protocol needed for business meetings
The importance of an appropriate structure
Modifying your protocol to suit the different types of meetings
Territory Management Skills
Planning and preparing for your day everyday
Understanding different territory segmentation techniques
Understanding how these skills can deliver better services to clients/customers
Understanding how to communicate with different personalities, generations and cultures
Understanding how to tailor your messages
The benefits of active listening and questioning skills
Overcoming tension and anxiety before any presentation
Planning for each presentation by researching your audience
Engaging your audience by getting them interested in your message
Measuring training has never been easy and measuring learning even more difficult. How do you know if the training you are providing is increasing learning and adding value to your organisation?
The Building Blocks of Business to Business SalesTM training program is measured by Dr Stan Rodski, Chief Psychologist at the Measurement Institute of Neuropsychological Diagnostics (MIND).Objective evidence regarding learning, training impact and business outcomes is gathered by Dr Rodski using proven psychometric techniques and measures, developed by MIND over the last 10 years.
Pre and post measurement of the training program and learning outcomes.
Fully benchmarked data for comparative and improvement processes. Comparative data includes high profitable business to business Sales programs from around the world including USA and UK.
When/if required, behavioural interviews by MIND measurement psychologists to verify, clarify and expand on the data collected, from assessments with participants.
A clear and detailed report will be provided. This easily understandable report establishes the impact of the training, learning and retention which has taken place. Trend analysis, time comparisons and benchmarking are all provided within 24 hours of evaluation.