This course will guide your team through the sales process, giving them valuable insights as well as introducing techniques that they can use to get more comfortable, and become more successful in their role.
This is the second level of our B2B sales suite and is great for new sales reps who have completed our ‘Connect’ programme, or for your more experienced sales people to hone their B2B selling skills.
After completing this course, your team will be able to demonstrate the following behaviours with confidence:
Learn the importance of following p with customers after a sale, as it’s critical to nurture the ongoing relationship.
Not only is it important to deliver on what you have sold to a customer but you need to continue to foster the relationship. To keep a customer long term, you’ll need to know why it’s important to follow up with customers and learn good habits to keep on building on the relationship.
Closing is the best part of the sale! You’ve done all the hard work to get here so learn some great closing techniques to be confident to cinch the deal
Closing is the fun part of the sales process! You get the reward for all the hard work that you’ve put in. In this course, you’ll learn tips and techniques on when to attempt to close the sale by identifying common buying signals as well as how to use a number of different closing techniques.
To move a sale forward, you need to make sure that you are aware of any objections so you can overcome them.
At the end of this course, you’ll feel confident uncovering objections using the trial close. You’ll know what some of the most common objections are and you’ll have a process for dealing with them.
Learn how to wow your prospects with a well planned, thought out presentation.
Like any great performance, there’s considerable preparation and practice done before the big event. Sales presentations are no different and you need to put the appropriate amount of time and energy in to your presentations to ensure a good outcome. You need to be able to present your solution to your prospect in a way that is addressing their needs and concerns.
Learn how to ask your prospect detailed questions to ensure you offer them the best solution.
The key to a great sale, is to spend the first half of the process finding out about your prospect’s business so you need to make sure that the companies that you approach really need your product and can afford to pay for it. In this course, you’ll understand how to construct a good flow of questions to find out about your prospect’s business.
First impressions are everything in sales so the way you approach your prospect needs to set the scene for the rest of your interaction.
The first time you come in contact with a prospect can be nerve wrecking. However, if you’ve done your research and you are prepared, you can have the confidence that you’ll be able to adapt your sales approach. Keep in mind that you aren’t selling during this phase; you’re actually introducing yourself and setting the scene for the rest of the sales process.
Be confident in finding leads that will turn into sales because you have put in the groundwork to qualify your prospects.
Prospecting is about who could buy your product, now you need to figure out who will buy the product. Many salespeople spend a lot of time pursuing leads that will never turn into a sale because they haven’t qualified them properly. In this course, you’ll learn how to find the leads that are most likely to convert so you can spend time on them.
You need customers to sell your products or services. But how do you find these customers? Learn some great techniques on how to keep your pipeline full.
To sell, you need to have customers to sell to but how do you find those customers? And how do you make sure that a large percentage of those customers buy? In this course we’ll cover how to keep your pipeline full.