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Business 2 Business Sales
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| Dates: | On a date of your choice |
| Venue: | At a location of your choice |
| Course Fees: | Available on application |
| CPD Credits: | 21 |
To discuss your requirements or for further information contact us on 01327 858292 or email info@ctp.uk.com
Business 2 Business Sales Skills Course Outline
This 3-day Business 2 Business Sales Skills programme focuses on building techniques that work in the business world. It produces results for people who are moving into B2B sales for the first time or those who want to refresh their approach and learn new ways of selling to customers.
The course will approach the rudiments of good sales procedures such as rapport building, how to lead the customer towards the buying decision and lastly closing the deal. It will also deal with how to handle objections, negotiation skills and importantly how to positively manage the ongoing relationship of trust and reliance that has to develop between the sales professional and the client.
Use this in-house event to embed your sales process and use case studies that reflect the challenges your people face.
Who should attend?
 B2B Executives and advisers
Corporate Marketing Personnel
Business Development Managers
How delegates will benefit
See the process from the customers perspective
Prospecting, spending time where it matters, prioritising prospects
Building and maintaining networks of contacts
Making the right first impression
Successful sales interviews
Converting needs to wants
Closing at the right time and in the right way
Generating referrals and continuing the relationship
Training Approach
This workshop uses a combination of trainer input, knowledge sharing with interactive syndicate work and case studies. The course is suitable for a maximum of 10 people to allow for skills practice and discussion of important issues. It can be squeezed into two days with work in the evening on Day 1. For those completely new to sales or where large numbers need to be catered for, the course can run for 4 days.
Workshop leader: Phil Ingle
Phil's background is in financial services where he worked as a bank manager for Barclays and also as a training manager in both sales and management skills for the staff dealing with high net worth clients. He now works with CTP as a management and training consultant and his energetic training style combined with clear communication of complex issues has helped people at all levels of business to develop critically important skills in risk management, people managements and strategy development. He also specialises in sales training and specific assignments include a legal training company and Learning and Skills Council training providers.
Phil holds an MBA (Cranfield) and is a graduate of the Chartered Institute of Personnel and Development. He is a Master Practitioner of Neuro Linguistic Programming and holds Level ‘A’ Certificate of Competence in Occupational Testing from the British Psychological Society. He is an Associate of the Chartered Institute of Bankers and holds the Financial Planning Certificate.
Programme Outline
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Session
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Outline Content
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| Introduction |
- Individual Learning Objectives
- Programme objectives – to increase sales in a defined business sector
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How People Buy Problems and opportunities
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- How we buy things
- What motivates the business buyer
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| Finding more selling opportunities |
- Where we get our customers from
- How we can find more customers more readily
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| Networking Skills |
- Building your network
- Your elevator approach
- Using cards and contact systems
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| Written Approaches |
- Direct mail – do’s and don’ts
- Email – effective approaches
- 10 key tips for effective written approaches
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| Telephone Approach |
- 3 key objectives
- The 3Is
- Overcoming objections
- Skills Practice
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| Meeting Prospects |
- First impressions
- Attention Grabbing – why you are meeting
- Questioning techniques
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| Matching Customer Needs |
- Listening Skills
- Feature Advantages and Benefits
- Skills practice
- Overcoming objections
- Gaining commitment
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| Maintaining Relationships |
- Ongoing contact
- Service Sales or Relationship?
- Methods of building relationships
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| Learning review and Action Plan What do I do now? |
- What do I do next week?
- What do I do next month?
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Money Back Guarantee
We guarantee our training workshops or your money back. If you are attending a CTP event and are not satisfied by lunchtime of the first day, simply turn in your training materials and you will receive a full refund.
Attend one of our courses; then implement and use the strategies that you will learn and if you do not see measurable, tangible results in your performance then we do not deserve to keep your money - we will give you a full refund
To book this course, discuss your requirements or for further information contact us now on 01327 858292 or email info@ctp.uk.com
Corporate Training Partnerships - Transforming Talent and providing Practical Support: Dynamic Delivery
Booking
If you are interested in booking this course, or if you have any questions, please call call us on 01327 858307.
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