Day 1: Foundations of B2B Sales and Team Competencies

• Explore the principles and challenges of Business to Business (B2B) selling
• Understand the key differences between B2B and Business to Consumer (B2C) sales
• Identify the skills, knowledge, and attributes required for successful B2B sales professionals
• Conduct a skills gap analysis for your team and develop an action plan for improvement

Day 2: Time Management and Effective Sales Negotiation

• Learn strategies to optimize time management and enhance productivity
• Identify common time wasters and develop techniques to overcome them
• Understand the fundamentals of successful B2B sales negotiations
• Apply effective negotiation strategies within the context of B2B sales management

Day 3: The 5-Stage B2B Sales Process

• Examine the five stages of the B2B sales process and how they relate to your offerings
• Develop strategies for researching prospects and identifying decision-makers
• Learn effective techniques for building rapport and establishing trust with potential clients
• Explore the benefits and limitations of networking in B2B sales environments

Day 4: Understanding Customer Needs and Closing Sales

• Develop questioning techniques to uncover client needs, motivations, and challenges
• Differentiate between product features and customer-focused benefits
• Qualify prospects by assessing their goals, budget, authority, and timelines
• Implement effective closing strategies and establish the next steps in the sales process

Day 5: Coaching, Feedback, and Customer Engagement Strategies

• Provide constructive feedback to enhance individual and team performance
• Apply the GROW coaching model to support team development and goal achievement
• Design a customer contact strategy to maintain and strengthen client relationships
• Review and adapt customer engagement plans to ensure ongoing success