Mastering Business to Business Sales

Your Path to Successful Deal Closure

Created byMohamed Mokhtar

Last updated 7/2017

English

English [Auto],

What you'll learn

Successful deal closure
Essential techniques to identify pains
Benefits talk
Revive stall sales

Course content

3 sections • 21 lectures • 3h 16m total length

Science vs. Skill5:08
Frame sales as a science with a clear strategy from first contact to close, mastering customer language, clear communication, and delivering an elevator pitch under 30 seconds about product benefits.
Why Do Customers Buy?6:18
Identify the key reasons customers buy in business-to-business sales, from needs and social proof to security, status, and return on investment, and use open questions to close.
Why Do Not Customers Buy?10:29
Learn to isolate the true reasons customers don’t buy—product fit, fear, indecision, current suppliers, or past experiences—by asking the right questions and addressing return on investment and trust.
Features vs. Benefits4:19
Master the benefits-led sales approach by translating product features into customer benefits, tailoring demonstrations to show how features meet the buyer’s needs.
Salesman Anatomy9:16
Build trust through a confident presence, first impressions, and a polished outfit. Sharpen focus, read body language, listen passionately, ask precise questions, and deliver on promises while solving customer problems.
Communication Anatomy11:33
Develop effective B2B sales communication by mastering the communication anatomy, choosing the right channel, using clear language, listening actively, and matching language and tone across face-to-face, phone, and email.
Corporate Customer Anatomy8:15
Navigate corporate buying by engaging gatekeepers, decision makers, influencers, evaluators, and true users, align interests, address fears with demos, numbers, and case studies, and keep key stakeholders empowered.
Sales Life Cycle9:36
Master the sales lifecycle from awareness to closure by identifying stakeholders, qualifying leads, conducting customer education, pursuing product validation and trials, and finalizing contracts for a seamless handover.
SPIN Sales & Questioning Techniques11:09
Master spin sales and questioning techniques by guiding prospects through situation, problem, implication, and payoff questions, aligning inquiries with solvable pains, and demonstrating value to close the deal.
Market Study10:35
Learn to be an expert sales champion by mastering your market and product, and monitoring competitors, complements, suppliers, and customers to adapt to market changes.

Preparing Prospect List10:13
Develop a strong B2B prospect list by using Google alerts, conferences, partners, referrals, and customers' networks; qualify leads, capture notes, and follow up with demos.
Phone Calls & Cold Calling10:48
Mastering business to business sales through phone calls and cold calls, this lecture teaches crafting sixty-second elevator pitches, planning scenarios, handling gatekeepers, and securing meetings with prospects.
Meeting First Minutes7:39
Make a strong first impression with appropriate attire and a confident handshake, then build credibility through short self-introduction, eye contact, and icebreakers about interests to find common ground before presenting.
Meeting in Action10:23
Prepare backup plans and memorize your talking points, guide the meeting with a spin sales flow that emphasizes benefits, and identify stakeholders for next steps and trials.
Objection Handling13:16
Master objection handling by listening fully, noting and rephrasing concerns, verifying impact, and aligning benefits to price and savings while guiding through a collaborative, iterative decision process.
Overcoming Fears12:13
Overcome buyer fears by exposing hidden concerns, building credibility and rapport, practicing empathetic questioning, and framing a true partnership with clear actions, updates, and value.
Reviving Stall Sale10:17
Revive stalled b2b sales by diagnosing why deals stop, addressing decision fear, and re-engaging prospects through proactive outreach, value emphasis, and flexible pricing strategies.

Anatomy of Closure9:51
Master the anatomy of closure in b2b sales, from ice breaking and demos to handling objections, reading verbal and physical buying signs, and guiding trials and milestones toward proposals.
Contract Negotiation11:00
Master the contract negotiation process by drafting clear proposals, seeking win-win terms, balancing liability and intellectual property, and using strategic opening and floor prices to close deals quickly.
Closing Mistakes9:11
Ask for the closure at the natural moment after qualifying, presenting benefits, and addressing stakeholder objections to avoid common closing mistakes. Maintain a clear follow-up log and listen before responding.
Post Closure4:46
Set up handover to the account management team and brief them on stakeholders, pains, and promises. Introduce the team to the customer and schedule follow-ups to ensure delivery and referrals.

Requirements

Good Communication Skills
Basic Computer Knowledge

Description

Are you a new sales champion? a new entrepreneur who needs to develop his sales skills to pitch his product? Do you find challenges to close deals? revive stall sales? handle objections?

I was there.....in the very same place.... 15 years ago!

I tried to read many books....attended few courses, but none of them helped in fully mastering the sales anatomy in corporate environments. So I started learning the hard way, and requested the coaching from the best champions in the sales field. And then I decided to put all what I learnt in one course, to help you, him and her to master the science of Business to Business Sales.

During this course, which I started with 21 sessions, developed in over 2 years I'm helping you to master the sales anatomy, salesman anatomy, corporate customer anatomy, benefit talk, spin sales and many others.

You'll hit the ground running; knowing how to build your prospect list, how to call your customer over the phone, how to enter the room as a champion salesman, and how to revive stall sale.

Finally you'll go through contract negotiation, avoiding closure mistakes, till you reach the big moment "The Deal Closure"

More sessions to come as new techniques pop up, and to answer your questions, so feel free to send me over my twitter or Facebook page.

Wish you luck.....and Good Sale!

Who this course is for:

New Sales Champions, Entrepreneurs and relationship managers with sales roles

Mastering Business to Business Sales

What you'll learn

Explore related topics

Course content

Learning the Basics10 lectures • 1hr 27min

Hitting the Ground Running7 lectures • 1hr 15min

Closure4 lectures • 35min

Requirements

Description

Who this course is for: