Business to Business Sales Management

Day 1

• What is Business to Business (B2B) selling
• Why Sell Business to Business
• Types of Business to Business sales
• Difference in selling to Businesses as opposed to Retail customers
• Understanding the Knowledge skills and attributes of successful (B2) sales people
• Conduct a personal review of what knowledge , skills and abilities that your team might need to develop
• Create an action plan to facilitate development of these ‘missing’ skills etc.

Day 2

• Identify the need to use time effectively
• Develop techniques to deal with time stealers
• Effectively plan your time to increase your productivity
• Recognizing the aspects of successful sales negotiation
• Applying these aspects to your role as a business to business sales Manager

Day 3

• Introduction of the 5 Stage Sales Process
• Identifying how they apply to the products and services that you sell
• How to research prospects and what sources are available to you
• Building connections with potential customers
• Networking -its benefits and drawbacks

Day 4

• Asking questions to understand the needs, motivations and pains that your customers are facing
• Need to listen to their answers
• Using the information gained to outline benefits to the customer
• Difference between features and benefits
• Qualifying the customer by understanding their goals, budget, authority and the time scales involved.
• Closing the sale
• Next steps

Day 5

• Providing feedback that makes the difference to the performance of your staff
• Essentials of Coaching using GROW model
• Practice coaching in a role-play scenario.
• Developing a customer contact strategy
• Need to constantly review customer contact strategy