Sales Training: B2B Sales Skills and Techniques

Sales, or the ability to sell, is an incredible skill set that I believe everyone should have. But, what does it mean to sell?

Let's forget about the stereotypical sales person, and let's start to think about a new way to look at sales; a new way to sell.

Before we start building our 'sales house', we need to ensure the foundations are solid. Here, we explore your 'why', and how learning about it can help you to feel motivated and driven to succeed.

Now we have worked out your 'why', or, your driving force, it's about time you put your goals down on paper, and allow yourself the chance to see them coming true!

Working in sales can at times be lonely. Especially if you are working on the road, or at home. Your support network can make the difference between sales success, and sales isolation - here's why.

Working in sales is a highly emotive activity. Here, we run through the basics of emotional intelligence, and how learning about EQ can you make you highly successful.

Throughout the course, we will use many terms and phrases. In this section, we run through a glossary of these terms to support your learning.

In this section, we run through a very basic sales process to help you to understand the journey the majority of your customers will go on.

Whether you are an entrepreneur, business owner, or sales professional, in this section we run through various ideas and thoughts as to where you can find your next customer.

Finding your next customer is one thing, but knowing how to communicate with them is another...

In this section, we discuss why it is so important to develop relationships with your customers, and your prospects.

To help us to know how to sell to our audience, we have to understand there are four main types of buyer, and in this section, we run through these buyer types in detail.

Sales are rarely made on the first contact, or the first part of communication. Here, we discuss statistics, theories, and ideas as to why you should always follow up.

Listening is perhaps one of the most crucial skills any sales person can have. Here's why.

Whenever we speak to a prospect, we must qualify them. Using this B.A.N.T method is perhaps one of the most popular ways of qualifying...

Here we discuss what Consultative Selling is, and how using it can really help you to beat your competition, and to help you to get the sale.

Selling becomes so much easier when we understand the needs of our prospects...

Now we have all of the foundations set, and we know what our prospect needs, it's time we tailor our presentation and pitch.

What are features? What are benefits? What are the differences, and which are better when it comes to sales?

Once you understand these six principles of influence, influencing your prospect to make a buying decision becomes so much easier.

Whenever you pitch to a prospect, you always need to look out for these buying signals...

The closing phase of sales process is always the most popular, and sometimes the most important - but, what does it mean to close the sale?

There is more to closing a sale than just closing techniques. We need to prepare, and to set the scene. Here, we discuss how you can close more sales.

This is always the most popular part of my sales training courses. It's time to run through some closing techniques, and I share with you one that is perhaps my best kept secret...

We have already ran through some of the basics of Cross-Selling and Up-Selling, but let's take a deeper look, and how can we put these into your sales process?

Objections are not a rarity, but why do they tend to occur?

Here, we run through the main types of objections, and how knowing them can help us to make more sales!

Just because an objection has occurred, should you walk away from the sale? Or should you question the objection?

Now we have understood and questioned the objection, it's time to overcome it...

Once you master these three Rs of sales, your sales pipeline will fill up, and you will make more sales.

What are referrals? Why are they important? And how do we ask for them?

What are recommendations? Why are they important?

This should be a given, but our sales pipeline will become much more profitable once we learn how to get more repeat business.