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B2B Selling Skills is for two types of Salespeople - ones that are just starting their sales career and want to fast track their skill levels to a higher grade, and also for experienced sales professionals that want to further advance and improve their skills to operate at a more productive and profitable level.
This course is specifically for Customer Facing Salespeople who are selling a product or a service that is a Considered Purchase i.e. the customer has a number of choices in the market place based on solution, price, delivery, quality, guarantee or function (they don't just rock up and buy the product without the salesperson being involved).
The course will take about 3 hours to complete and includes 15 video presentations by Ken Fowler (in person, not talking over a PowerPoint presentation), accompanied by supporting documentation and worksheets.
As you progress through the training you will complete five worksheets which will be used at the completion of the course to produce your personal B2B Selling Skills Sales Strategy. This is the 'Holy Grail' of selling tools and once you have done yours, you will wonder how you ever survived without it and YOU WILL USE IT FOR EVER.
Plus, I'd like you to send it to me so I can review it and make sure you have squeezed the most out of the course to maximise the benefit from your investment.
Let me say right from the outset that there is no trickery or gimmick or 'secret formula' to B2B Selling Skills. It is good fundamental common sense logic that is used all around the world and the foundation of sales success in every industry.
Go on, get into it and see what you will learn. I bet you are dying to find out what THE KILLER QUESTION is. When you start using it you will suddenly find out why your customers are going to buy (or not going to buy) and this information will shock you!
It is my wish to improve the selling skills of all salespeople with this course so that you can really enjoy your career in sales, take pride in being able to identify and satisfy your customers needs, and be able to make to make a profit out of it.
Profit - It's not a dirty word.
If you don't make a profit out of your sales then everyone loses because nothing happens until somebody sells something!
Think about this for a moment - it will give you an insight into my PASSION for sales.
No one designs anything, no one manufacturer's anything, no one ships anything, no one receipts anything, no one warehouses anything, no one counts anything, no one invoices anything, or analysis it, credits it, guarantees it or delivers it or gets paid for anything until somebody sells it.
EVERYONE ELSE'S JOBS DEPEND ON YOU SELLING SOMETHING!
It all starts with you.
So I think that's a pretty good reason for you to do this course.
(plus it's fun).
What do you think?
Not for you? No problem.
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Certificate of completion.
|Section 1: B2B Selling Skills - Let's go through the introduction and some sales basics.|
This video will run you through all the chapters of B2B Selling Skills and lay out the path that you will progress down.
Nothing happens until somebody sells something!
It's the position description of every salesperson everywhere! You will need to commit it to memory and use it every time you go into a sale. This is the basis of the the B2B Selling Skills training program that we really do need to IDENTIFY the customers needs, we then have to be able to SATISFY the customers needs, and we must make a PROFIT when doing so.
A basic rule of sales you MUST understand to be successful
It's all about the pain! You are either moving away from pain or you are moving towards pleasure. When you understand that this is why people buy, then you can start to get a fix on what you need to do to eitehr remove the pain or create the pleasure.
So, what problem do you solve?
Many people laugh about this but real professionals know that you have to mentally bring your 'A' Game every day otherwise that chances of you winning is dramatically reduced. It's a mind game thing that you need to be aware of. You must know that there is nothing that will physically harm you in your role as a salesperson and that your fear is only a thought of being judged or being rejected.
Your Ego is not your Amigo!
No, it doesn't mean you are hip or cool. It means that you are the person who has the 'Money', the 'Authority' and the 'Need' to bring about a purchase decision. Finding "The M.A.N." is one of the most crucial parts of your role and can save you a heap of wasted time if you do it as early on in the sale as possible.
Are you talking to the "Appropriate Person"?
|Section 2: B2B Selling Skills - The absolute basics that you need to succeed.|
Imagine if you could read minds? Wouldn't that be the greatest sale tool ever! Well you can't, so you better learn about how to get the INFORMATION you need so that you have the POWER to create VALUE for your customers.
Five specific pieces of information that you MUST HAVE!
This is THE MOST POWERFUL SELLING SKILL EVER. Yet the majority of salespeople do this really poorly, or not at all. The beauty of being able to do this really well is that it automatically gives you CREDIBILITY and you don't have to tell anyone anything.
The top six open questions you need to use in every sale.
Empathic listening. Listening for the 'feeling'. Being able to dig down on what the customers real needs are is not difficult if can conquer this skill. And it's not hard at all. Just follow the lead!
Dig down deep and listen for the feeling.
Who's in charge around here? Easy! The person who has the most information. How did they get that? They asked the right questions AND found out why the customer wanted the information in the first place BEFORE they gave it to them. This is the tool you use to really start uncovering those gold nuggets called 'buying signals'.
Don't go into TELL MODE!
|Section 3: B2B Selling Skills - Okay folks, let's bring home the bacon!|
Beautiful in it's simplicity, the Killer Question will provide with the reason every customer is going to buy, or not going to buy. It will give you information that will blow your mind (well, not really, but it will allow you to close a massive amount of sales that you missed out in the past).
Make sure you use it at the right time, in the right way!
This is all about 'diagnosing' a problem before writing a 'prescription' (or a solution). Once again, it's about pain relief and you have to know where the pain lies before you can fix it. PLUS, people will pay more if you can take ALL of the pain away. Let's talk to the Doctor!
Diagnose before you prescribe
It's the icing on the cake. Identifying and satisfying the customers needs profitably is finalised by them buying from you (not necessarily you selling to them) and this is achieved by the way you close the sale. In this chapter you will find out the best, and the easiest, way to do this.
If the salesperson says it, the customer can doubt it. BUT ....
"I Have a cunning plan!" That's great.
This chapter will show you how to put it in place and make sure it comes off EVERY TIME. There is nothing worse than making the sale and then have it go 'pear shaped' because you failed to set the agenda.
Take the pain away.
|Section 4: B2B Selling Skills - That's the cake, now here's the cream!|
These have got to be one of the most simple yet effective tips on prospecting you will ever some across. Use them daily, make them a habit, and you'll never have to 'cold call' again.
5 minute warning!!! It's not over until you say it's over!
Look into the Crystal Ball ......
Tell me all the problems that you see in the future .....
And now we are going to fix them before they happen.
How? We know what going to go wrong with our sales so lets do a little smart preparation and make sure it doesn't go bad.
This will take all your issues away and you'll never have a deal go bad again!
Okay, lets bring the whole thing together and produce the Briefing Sheet we are going to use with every customer every time we see them. This is your Sales Strategy and is the combination of all the B2B Selling Skills into one document that you can use every day FOR EVER!
Let’s put it into place in the Briefing Sheet
Ken Fowler is a successful entrepreneurial leader with 25 years experience in Sales, 15 of which as one of Australia's senior Executive Recruitment Consultant.
He has started five Executive Recruitment Consultancies and has been an employer for over a decade. During this time he has read over 250,000 resumes and interviewed over 8,000 candidates.
Ken has personally employed and trained over 300 of his own sales staff proving that he puts his money where his mouth is and truly believes in what he does!
Ken was appointed as a Fellow to the Recruitment and Consultancies Society of Australia (RCSA) in 2011 for his contribution to the industry and he is also a Member of the Brisbane Chapter of EO - Entrepreneurs Organisation - which is a global non-profit organization whose stated mission is to "Engage leading entrepreneurs to learn and grow."
First and foremost, Ken is a Salesman - and a passionate one at that - who honestly believes that given the chance, he can sell anything. He has always been devoted to training himself and others in the areas of sales, recruitment, leadership and entrepreneurship.
Married for over 20 years to the love of his life, Julie, he has two adult daughters, lives in Brisbane, Australia, and when he isn't working, he is usually travelling on an adventure somewhere exciting!