The Complete Sales Skills Master Class - Sales Marketing B2B

Align what you stand for—your values, lifestyle, and presentation—with the product you sell to build credibility and trust.

Use authentic customer reviews and testimonials to build trust. Respond to negative feedback and invite satisfied clients to share feedback or letters of recommendation; people trust people like them.

Explore how smart marketers build trust by offering relevant experiences, from mini coaching sessions to test drives and free samples, leveraging the law of reciprocity.

Learn personal brand marketing by turning conversations on a plane or at a dinner party into opportunities to discuss your practice, using roleplay and feedback to target the right audience.

Target your message with smart PR, pursue steady stories across media that reach your customers, not one-off headlines. Hire a PR firm with a proven track record in your industry.

People buy four things—time, money, status, and peace of mind—and saving time, saving money, boosting status, and providing security drive their purchases.

Contrast B2B and retail selling as data-driven and emotionally oriented, with multiple buyers and senior-level persuasion. Translate and interpret your message to prevent misunderstandings and highlight future benefits.

Learn to sell the experience, not the product, by letting funders taste or smell the offering—baking cookies to evoke aroma and influence decisions.

Learn to match b2b corporate clients by using trusted past references, while protecting confidential information and avoiding gossip. Focus on delivering value to prospects and keeping promises.

Become a trends forecaster for your corporate client by forecasting economy and tech changes, interviewing experts, and delivering white papers that tie insights to your products and services.

Conduct discovery meetings to uncover client goals and obstacles, ask probing questions, take notes, and deliver a report outlining problems and how you can help win new business.

Find a business partner who complements your strengths to boost sales and ideas. Collaborate with aligned values to generate leads, market your business, and connect with prospective customers.

Identify a unique business development idea by researching your audience, then craft a differentiated approach that resonates with buyers and sets you apart in the market.

In business development, you don't have to invent; you can improve an existing idea or service and find a market, as Steve Jobs, the Wright Brothers, and Henry Ford showed.

Leverage borrowed trust and value-based selling to win new leads by eliciting referrals, networking at social events, and asking feel-good questions that reveal opportunities to help clients.

Launch give-back partnerships that align your values with customers through charitable donations, as demonstrated by media training at the University of Denver and resulting leads.

Harness concise communication by presenting three compelling reasons to buy. Ask questions, then embrace silence, letting clients reveal needs and goals to tailor your solution.

Be a great listener by avoiding distractions, nodding, and taking notes to show you heard the client. Listen first, then talk, and tailor your approach to the value and price.

Be present for your customers during every interaction, giving them your full attention. Ask smart follow-up questions and use attentive body language to show you care and understand their problems.

Engage at sales conferences by approaching attendees, asking about their company, and exchanging business cards with eye contact. Follow up with personal notes and invites for lunch or a call.

Listen without judgment, focus solely on the benefits of your product or service, and steer every conversation back to those benefits while staying neutral on hot-button topics.

Overcome anxiety as a sales presenter by focusing on what the prospect cares about: the product and its benefits for them. Practice, video review, and feedback reduce nerves.

Be a people pleaser by highlighting how your product benefits customers, not by flattery. Focus on service, empower decisions, and build self-confidence by helping them decide to buy or engage.

Successful salespeople excel with emotional intelligence and self-awareness. Reflect on who you are, what you stand for, and the barriers you face; write answers, seek feedback, and consider client trust.

Gather a personal board of advisers to earn honest feedback and fresh ideas, using smart questions about customer knowledge, misconceptions, competitors, and new markets to drive success.

Break big problems into three small steps to keep momentum in your sales efforts. Reach out to three old customers or prospects, and pursue excellence over perfection to boost leads.

Ask daily questions to spark new ideas, insights, creations, and inventions, and decide what to implement, engaging your conscious and unconscious mind with morning and night prompts.

Own mistakes, communicate clearly, and take corrective actions to restore customer trust in B2B sales when deliveries miss deadlines, including apologies or rebates for egregious errors.

Discover how a sales funnel serves as an entrance to a sale and craft attractive touchpoints, like window displays and campus amenities, to entice customers through the door.

Explore how to create effective upsells for customers already in the sales funnel, offering relevant, profitable add-ons like hair care products and loyalty-building offers to maximize lifetime value.

Learn from top communicators how asking smart questions, staying on the audience's side, and using authentic storytelling and personal endorsements can boost sales and client impact.

Learn to craft messages about who you are, what you stand for, and what you believe. Explain why small business operators, C-suite executives, and those starting out should care.