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- Payment Terms: Enquire
- Duration / Course length: 5 Days
- Starting Date: Enquire About It
- Timings: Enquire
Course details
OverviewSelling products and services to other businesses offers many challenges for example when approval is needed from Department Heads or others in authority. Running a B2B Sales team also has many challenges requiring strong organizational management leadership and coaching skills and without such skills leading B2B teams can be frustrating and unproductive. This course equips B2B Sales Managers with the skills they need to improve their sales team's performance and reach ambitious targets. Delegates will look at the five stages of the sales process and identify the knowledge skills and attributes their teams will need at each stage to succeed. Having identified any skills gaps delegates will then practice using the GROW coaching model so they can develop their teams and improve their performance.
Objective
By the end of this interactive training programme you will be to:
- Understand what Business to Business sales are
- State the skills and abilities that a successful B2B sales person needs
- Apply the skills matrix to the members of your team and identifying potential training and coaching needs.
- Identify the steps involved in the sales process of selling to businesses
- Understand the 5 Step Sales Process
- Know how to provide feedback that helps improve performance.
- Understand the difference between training and coaching
- Describe the 'GROW' coaching model.
- Practise a coaching intervention.
Who Should Attend
- Business to Business Account Team Managers
- Business to Business Account Managers looking for promotion to Team Leaders/Managers
- Anyone involved in the management of people selling products and services to other businesses
Course Outlines
Day 1
- What is Business to Business (B2B) selling
- Why Sell Business to Business
- Types of Business to Business sales
- Difference in selling to Businesses as opposed to Retail customers
- Understanding the Knowledge skills and attributes of successful (B2) sales people
- Conduct a personal review of what knowledge
- skills and abilities that your team might need to develop
- Create an action plan to facilitate development of these 'missing' skills etc.
Day 2
- Identify the need to use time effectively
- Develop techniques to deal with time stealers
- Effectively plan your time to increase your productivity
- Recognizing the aspects of successful sales negotiation
- Applying these aspects to your role as a business to business sales Manager
Day 3
- Introduction of the 5 Stage Sales Process
- Identifying how they apply to the products and services that you sell
- How to research prospects and what sources are available to you
- Building connections with potential customers
- Networking -its benefits and drawbacks
Day 4
- Asking questions to understand the needs motivations and pains that your customers are facing
- Need to listen to their answers
- Using the information gained to outline benefits to the customer
- Difference between features and benefits
- Qualifying the customer by understanding their goals budget authority and the time scales involved.
- Closing the sale
- Next steps
Day 5
- Providing feedback that makes the difference to the performance of your staff
- Essentials of Coaching using GROW model
- Practice coaching in a role-play scenario.
- Developing a customer contact strategy
- Need to constantly review customer contact strategy
Job roles this course is suitable for:
Business to Business Sales , Account , Team Managers , Business to Business Account ManagersAbout London Training For Excellence
Empowering Professionals for Over a Decade
London Training for Excellence is a leading provider of professional development programmes, established in 2013. For over eleven years, we have been committed to equipping individuals and organisations with the skills and knowledge they need to excel in today's ever-evolving business landscape.
A Breadth of Expertise
We offer a comprehensive range of training solutions across a diverse set of industries, including:
- Artificial Intelligence (AI): Stay ahead of the curve with cutting-edge training on AI applications, machine learning and data analysis.
- Contact Management: Learn best practices for building and nurturing relationships, managing communication workflows and leveraging technology to optimise your outreach efforts.
- Engineering: Enhance your technical expertise and stay current with the latest advancements in various engineering fields.
- Finance and Legal: Gain a deep understanding of financial concepts, legal frameworks and compliance requirements.
- Human Resources: Navigate the complexities of HR practices, from recruitment and onboarding to employee relations and performance management.
- Leadership and Management: Develop your leadership skills, communication techniques and team-building strategies.
- Logistics: Optimise your supply chain operations and ensure efficient delivery of goods and services.
- Marketing and Sales: Develop effective marketing strategies, hone your sales skills and drive business growth.
- Oil and Gas: Gain specialised knowledge and skills relevant to the oil and gas industry.
- Project Management: Master the art of project planning, execution and delivery to ensure successful project outcomes.
Our Approach
At London Training for Excellence, we believe in delivering high-quality, interactive training programmes that cater to diverse learning styles. Our experienced instructors are industry experts who combine theoretical knowledge with practical application.
Flexible Learning Solutions
We understand that busy professionals require flexible learning options. We offer a variety of delivery methods to suit your needs, including:
- In-person training: provides more significant face-to-face interaction. In a classroom setting, attendees can connect in real-time. In-person training also offers more opportunities for group activities and interactive projects.
- Online Courses: Our comprehensive online courses allow you to learn comfortably in your working environment.
- In-Company Training: Tailor training programmes specifically for your organisation's needs and deliver them on-site for maximum impact and employee convenience.
Investing in Your Success
By investing in training and development with London Training for Excellence, you will gain the knowledge and skills necessary to achieve your professional goals and contribute to the success of your organisation.
Contact Us Today
Let London Training for Excellence help you unlock your full potential and drive positive organisational change. Contact us today to discuss your training needs and explore how we can empower your workforce for the future.
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