Advanced B2B Consultative Selling Certification Course

 

Advanced B2B Consultative Selling is the most effective sales training class available for quickly improving B2B technology sales results.

This skills develop class teaches a consultative selling approach designed to help sales professionals:

 

Understand organizational decision making: working with the real decision makers 

If left untrained, most sales representatives will target user-level decision makers that do not have the authority to purchase. This is essential for reducing sales cycle time. 

 

Competitive messaging: generating immediate client interest

What should your team say to a prospective account within the first minute of a conversation to gain their interest and position your organization? Improve new business acquisition success with competitive messaging. 

 

Developing the business case: creating purchase justification 

It's easy for a rep to think that the customer is just buying a product/service. In reality, they are buying a business outcome followed by a risk mitigation plan. Teach your team how to co-develop this with the client to improve win rates. 

 

Constructing winning proposals

Your team should be winning 70% of the time once the deals comes to the proposal stage. Learn exactly what to include and what to leave out in this training segment. 

 

Closing & negotiations: managing stalls, price objections, and competitive threats 

In B2B sales, your sales team will be met with these three types of negotiations on their way to the close. Learn how to conduct these according to relative value to maintain profit margins and forecasted closing dates. 

 

Daily planning & execution 

How should your team by spending their day to ensure long-term sales success for the organization? 

 

Who Should Attend?

This class is essential for everyone interested in immediately improving their sales results. This includes: CEOs, sales leaders, marketing, inside sales, sales engineers, customer service, and account managers.