B2B sales – Close each sale like a true professional

Name: B2B sales – Close each sale like a true professional
Rating: 4.4 (28 reviews)

B2B sales - How you close sales for the maximum conversion rate and without being salesy.

Created byMike Kingston

Last updated 2/2025

English

What you'll learn

Discover how to apply soft-closing b2b sales techniques that significantly increase your sales conversion rate of higher value orders.
Learn how to use soft closing to unlock the customer's buying priorities. To enable you to pitch your sale and focus your face-to-face selling effectively.
Employ soft closing to reveal a b2b customer's purchase intentions and discover the senior decision maker's supplier preference.
Adopt powerful buying psychology that repeatedly encourages customers to buy and only from you.

Course content

6 sections • 6 lectures • 33m total length

Introduction - Does forceful closing work?3:04
What is the best way to close higher value b2b sales?
First, we must explore the challenges of more complex sales, the different people we need to influence and convince, and how best to manage each step or stage through an often lengthy process.
This lesson introduces these challenges, especially the five most common that can sink your sales opportunity without you knowing.

Why we lose valuable sales,7:17
Ever kicked yourself for losing an order to a weak or lower price competitor? The main reason successful sales people win more often is simply this. They are very good at communicating their company’s ability to achieve, or exceed, a principal decision maker’s desired or required outcomes from the purchase and demonstrate a better return on investment that any alternative... and especially so when they sell at a higher price. Here's how they do that.

Senior decision makers don't like being sold to.4:34
Today, the majority of decision makers, or their staff, research their intended purchases, and alternative suppliers, long before they engage with a salesperson. They buy on their terms, and buy when they are ready. Having accepted that, it is still essential that you check what prospective customers know about you, what you sell, and most important of all, the way you can deliver what they want or need to achieve from their purchase. This lesson shows you how.

The power of assumptive closing.4:35
The most effective closing approach has always been 'assumptive'. It’s quite simple really. In all your interaction with a prospective customer, you assume they intend to buy, and from you. It starts from the first moment you speak to a prospect, then continues throughout the sales process, all the way to the order placement. This lesson shows you several examples of how you do this.

Requirements

While no previous sales experience or training is required to benefit from this course, field b2b sales experience supports greater understanding. of the techniques taught.

Description

This short, focused course was a key element of Mike Kingston's UK City and Regional Chambers of Commerce selling skills course that was attended by over 12,400 sales staff over 19 years. Companies included global leaders.

The course shows you how to increase your sales by overcoming five of the most common challenges you face when pitching and closing b2b sales. The course includes example customer conversation scripts for each of these five challenges.

A study of several large sales teams revealed that their strong closers, the salespeople who actively pressed to close for the order, secured no more sales than those who allowed the principal decision maker to decide to buy. In fact, some strong closers sold less. This compact, key-point course focuses on how you maximise your order conversions by soft-closing at every stage of a higher value b2b sale.

"Practical on hand tips and structures that actual work."
“After attending many sales based training workshops over the years, I found Mike's to be one of the few that offered practical on hand tips and structures that actual work when applied.”

Marvin Edson, Partner & Sales Manager, EBS Office Supplies

THE FIVE COMMON CLOSING CHALLENGES OF HIGHER VALUE B2B SALES
Nearly all higher value sales pass through a series of evaluation and decision making steps that involve junior as well as senior decision influencers.

These five common challenges are:

When there are multiple decision makers, influencers and buyers involved.
Where there are several or many buying stages.
When several competing suppliers tender or pitch for the order.
When you can’t sell directly to the principal decision maker.
When the principal decision maker hates being sold to.

To manage these challenges the salesperson must close at during each step of a sales, to both understand the state of play and to discover what they must do next to influence the decision making and secure the order.

WHY THIS COURSE HELPS YOU ACHIEVE HIGHER SALES.
Any b2b sales is at risk when you fail to meet the individual and business needs of the stakeholders, and especially those of the final decision maker or team. Any one of the five most common sales challenges can sink your conversion opportunity. This course explains these risks and how you ensure you manage them effectively.

"Inspired by the training"
“I have attended two of Mike’s training sessions and was inspired by both. Fundamentally, he knows what he is talking about and presents his ideas and experience in a very straightforward and to the point manner."

Mark Whittaker, (2008-2018) Business Development Manager at Integral UK Ltd. (The leading Mechanical, Electrical and Fabric property maintenance business in the UK).

IS THIS B2B CLOSING COURSE RIGHT FOR YOU?
How can you tell if this course is right for you? Simple review the first introduction lessons free. If you have experienced one or more of the five challenges, then go ahead and study the other five lessons. You also have the Udemy satisfaction guarantee.

COURSE BACKGROUND.
This Course mirrors elements of Mike Kingston's sell-out sales and marketing courses presented over nineteen years* for the UK's leading City and Regional Chambers of Commerce, other training organisations and in-company for over four hundred and fifty UK or international companies from almost every business-to-business sector.
Mike’s courses are now transferring on-line with significantly enhanced content and with many more real sales examples.

* Mike presented courses and seminars for UK City and Regional Chambers of Commerce from 1995 to 2014, booking over 26,000 business owners, CEOs, Directors, Account Managers and Salespeople. The Chamber’s highest attended paid-for sales training. Mike also presented for the EEF (Engineering Employers Federation), BiteSize Seminars and the UK Government's Business Links, as well as other UK industry initiatives.

"The most useful sales course I have attended."
”Probably the most useful sales course I have attended over the past 10 years! Very enjoyable, very perceptive and very well executed.”
Dean Crane, Sales Director – Harris DAF (Trucks) Attended Mike’s selling skills course.

Who this course is for:

This course is for novice, developing and experienced b2b salespeople and others who engage in discussions with a customer's buying team.

B2B sales – Close each sale like a true professional

What you'll learn

Explore related topics

Course content

Introduction1 lecture • 3min

How to close when selling to a large buying team1 lecture • 7min

Managing multiple buying stages1 lecture • 6min

Why we lose valuable sales1 lecture • 7min

Senior decision makers don't like being sold to.1 lecture • 5min

The power of assumptive closing.1 lecture • 5min

Requirements

Description

Who this course is for: