Training Programmes - Selling Suite

Business to Business Selling Skills

It's tough out there at the moment.  Existing customers are not purchasing my product in the quantities they were in the past.  The phone has stopped ringing and the good times when all you had to do was take the order over the phone has passed.  Potential new prospects are very slow about committing to new meetings, and even when they do they are very cautious about moving the sales process forward.  There are more and more “players” trying to get a much smaller customer pool.  On top of that the world economy has collapsed.  It’s a bit like the movie "Perfect Storm" - you are getting hit by waves from every side and are just about managing to tread water.

The good news - it can only get better and we might just be able to kick start your sales pipeline.

This three day modular programme covers the core skills and tools required to kick start your sales activity and get a sales pipeline moving again.

 This programme is ideal for 

 Professional sellers in a customer-facing role who are expected to understand the wider issues around their prospects / customers so as to win business on behalf of their customers. 

• New recruits to business selling will find this a practical approach to consultative selling techniques. 

• More experienced professionals will find it invaluable for refreshing, restructuring and refocusing their energies – particularly useful for the economic climate we find ourselves in 2009.

Programme deliverables:

This Programme will dramatically improve the sales culture of any organisation. Unlike many sales training interventions, this programme provides practical skills, tools and supporting processes that will transfer to the field efficiently and effectively. All our training programmes are customised for your particular market place.

After attending this course participants will have the ability to 

• Make appointments by phone

• Structure a prospecting meeting for maximum effect

• Better understand and profile their sales prospects

• Structure the sales process for maximum effect

• Ask the best sales questions to qualify and position your solution 

• Ask for a commitment smoothly and effectively 

• Sell more profitably and efficiently

• Negotiate better deals

• Repeat the sales process and improve continuously

 Programme Content

 Prospecting Activities


Techniques to target better prospects.


How to get appointments by phone

How to structure the sales letter

Working with Complimentary solution providers

The Sales Process


Identifying the decision making process 


Managing the sales cycle

Understanding the Prospect


Understanding the customer's position / profile the prospect and the opportunity


The Sales Meeting


How to run and control sales meeting


How to qualify the prospect and the opportunity


Effective questioning techniques


Presenting your solution 


How to develop competitive advantage 

Conditioning: Using the techniques of influence to increase conversion of sales.


Handling objections: using forward planning to handle objections seamlessly.


Closing: Gaining commitment or movement to the next stage

How to structure the proposal



Negotiation Skills

Understand the behaviours and traits of a good negotiator.

Understand the differences between selling and ethical negotiation.

Manage the negotiation process through its different phases in order to achieve a mutually beneficial business deal

Identify the customer's negotiation behaviours, objectives, motives and tactics in order to maximise their position and maintain a good ongoing relationship 

Develop problem solving techniques for negotiations

Prepare and design a total negotiating plan, including performance objectives, for implementation on return from the programme.

Networking Principles


How to network at an event

How to keep active contacts with customers and prospects
Develop your personal impact and presence



Skills Practice


Developing a personal action plan

Developing and using sales tools and measurements


Adapting your approach for different types of opportunities

Additional Comments

• Programme content and duration can be tailored for company circumstances

• Workbook & handouts support programme