High impact Sales Conversations for B2B Professionals

Languages

English + Hindi

Batch Size

4-16

Duration

16 hours

Investment

$$$$$

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Course Contents

Enhancing skills and mindset of sales professionals so that they are able to: Close More Deals at Higher Value ($$).

This training program helps sales professionals in a holistic way. They not only learn about the psychological side of buyer mindset, but also learn how to:

carry out better quality conversations through all the stages of the sales engagement
ask better questions, discover core issues faster, build and maintain trust
bring forth value to customer, instead of presenting technical details that do not bring forth the impact the product/ solution will be able to create
effectively defer the pull of commercial conversations until important groundwork has been laid
negotiate with confidence to earn better value ($$)

The Approach:

Workshop styled
Developed keeping Adult Learning Principles in mind
Hands-on, full of activities, role-plays
Worksheets based exercises (as follow-up engagement)
Supported with Group and One-on-One Coaching (Optional)

Customisable.

Companies are encouraged to Customise and Contextualise the content, case-studies, exercises, activities. Learning & retention is significantly higher.

Topics:

Three Fundamentals of Buying: (a) Buyer mindset across the purchase process (b) Motivators (3) The B2B Buying Process
Target Personas: Understanding how Pains & Needs of each stakeholder are different, yet interlinked
Understanding “Value to Customer” and laying the foundations of a compelling and differentiated position
Creating interest, planting “hooks” and drawing prospects into a conversation
Questioning Skills & Objection Handling
Components of Trust and how to build it over a period of time
Following up – pitfalls and best practices in Written Communication
Preparing & Presenting a Custom & Context-based Solution
Addressing last-minutes Risks Perceptions - all the "What if this happens?" questions.
Preparing for Negotiations and carrying out a closing conversation with confidence
Assessing an opportunity and taking the best next-step possible