Back

Active Sales in B2B

$
1800.00
Register
2 days | 16 academic hours

Training objectives
Training program Day 1
Training program Day 2

Training objectives

  • Significantly increase the effectiveness of sales, both personal and for your department
  • Master proven sales techniques through practice
  • Learn to use a systematic approach to managing a sales department
  • Save time and resources and avoid common mistakes
  • Increase the size and frequency of deals
  • Systematize acquired experience and structure existing knowledge

Training program Day 1

Introduction
  • The concept of active selling
  • Building a sales funnel
  • What is needed for a sale to occur
  • Salesperson effectiveness and what it entails
  • The role of the sales department manager
Practice: building a sales funnel
Preparation for Sale. Choosing a Strategy
  • Researching client information
  • Differentiation from competitors
  • Segmentation of the customer base
  • Sales tools
  • The role of CRM
The First Call
  • Overcoming the secretary
  • Reaching the decision-maker (DM)
Practice: overcoming the gatekeeper barrier
Roles in the Organization. Cold Calling
  • Creating interest
  • Unique Selling Proposition (USP)
  • Creating a need
  • Active listening techniques
Practice: writing a USP

Training program Day 2

How to Negotiate
  • Preparation and conduct of negotiations
  • Types of negotiations
  • Dealing with difficult participants
  • Practice: negotiation simulation
Main Offer
  • Conducting an effective presentation
  • Methods of argumentation
Handling Objections
  • Algorithm
  • Positive paraphrasing
  • Difference between objections and excuses
  • Practice: handling objections
Closing the Deal
  • Encouraging decision-making
  • Cross-selling and upselling
  • A compelling commercial offer based on the results of negotiations
  • Maintaining relationships