Business to Business Selling Skills

Name: Business to Business Selling Skills
Rating: 4.6 (1913 reviews)

B2B Selling Skills will have IMMEDIATE IMPACT on the success of Face-to-Face Salespeople who sell a considered purchase.

Created byKen Fowler

Last updated 2/2015

English

What you'll learn

Easily identify why your customer is going to buy.
Confidently approach ANY sales presentation knowing you have the skills to get the best outcome for all parties.
Professionally deal with decision makers from purchasing right up to the CEO
Be able to use THE KILLER QUESTION at the right time, in the right place, with the right person so you will have the "AH HA!" moment.
Control the sales process from beginning to end to maximise your results.
Advance your selling skills so that you can handle more complex transactions at a higher level.
Master closing techniques that allow the customer to buy from you rather than you have to 'close' the deal (SO much easier!)

Course content

4 sections • 32 lectures • 1h 47m total length

B2B Selling Skills Introduction5:15
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!1:47
Your Position Description4:50
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 successful0:54
Why do people buy?5:01
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?1:52
Why are Salespeople scared of selling?4:49
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!2:07
Who's the MAN?4:06
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"?1:35

Information = Power6:28
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!2:18
Open and Closed Questions6:11
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.1:24
Follow the lead ....5:21
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.1:48
Controlling the Sale4:58
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!1:56

THE KILLER QUESTION3:20
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!1:58
Doctor of Sales5:02
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 prescribe1:55
Closing the Sale5:36
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 ....2:10
Setting the Agenda4:09
"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.2:11

First in, first served / Til death do us part.5:15
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!1:58
Solve the problem that's going to happen after the problem ....2:59
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!1:31
Your B2B Selling Skills Sales Strategy4:57
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 Sheet1:42

Requirements

If you are to get the maximum benefit from the course they should have some experience in customer facing sales. This could be as simple as retail sales or counter sales but ideally where you have had to 'engage' in a discussion with a customer.

Description

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?

Who this course is for:

This course is for sales people who deal with their customers in a "Face-to-Face" situation and where they are selling a "considered purchase".
By "Considered Purchase" I mean where the customer has options to choose from (like different suppliers or products that may be price sensitive) and the salesperson can influence their purchase decision with their selling skills.
It is extremely relevant to Salespeople who have a business development aspect to their work i.e. they need to engage new customers who they don't know, not just call on existing accounts.
There are some great learning points for Call Centre Salespeople (especially outbound) and for Customer Service/Salespeople that you will need to master if you want to progress to an external sales role or a leaderships position.

Business to Business Selling Skills

What you'll learn

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Course content

B2B Selling Skills - Let's go through the introduction and some sales basics.10 lectures • 32min

B2B Selling Skills - The absolute basics that you need to succeed.8 lectures • 30min

B2B Selling Skills - Okay folks, let's bring home the bacon!8 lectures • 26min

B2B Selling Skills - That's the cake, now here's the cream!6 lectures • 18min

Requirements

Description

Who this course is for: