IS THE COURSE FOR YOU AND YOUR BUSINESS?
The course is for everyone involved in customer discussions at all staff levels. They include business-to-business Salespeople and Heads of Sales or Marketing, Account Managers, Sales Planners and Estimators, as well as CEOs who take part in customer meetings. Businesses that benefit from this training include manufacturers, fabricators, processors, suppliers of industrial and commercial products and services, technical consultancies and wholesalers.
The five close-the-sale challenges faced by every B2B salesperson
Almost every new, higher-value B2B sale passes through a series of customer evaluation and decision making steps, involving both junior and senior influencers and decision makers.
These present salespeople with five closing situations. Five challenges that this course addresses.
When there are multiple decision makers and influencers.
Where there are several or many buying stages.
When several competing suppliers also pitch for the order.
When you can’t sell directly to the principal decision maker.
When the principal decision maker or influencer hates being closed.
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"Inspired by Mike’s training"
“I have attended two of Mike’s training sessions and was inspired by both. Fundamentally, he knows what he is talking about and presents his ideas and experience in a very straightforward and to the point manner."
Mark Whittaker, (2008-2018) Business Development Manager at Integral UK Ltd. (The leading Mechanical, Electrical and Fabric property maintenance business in the UK).
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KEY COURSE FEATURES
Based on real b2b sales team experiences
The lessons in this short course ae based on the experiences of salespeople from over 450 UK and international companies selling business-to-business products and services. The businesses include several leaders in their industry sectors.
Example closing conversation scripts
Each of the examples in this course include conversation guidance to help you ask effective closing questions and manage the continuing conversations.
Six compact lessons – no fluff
The course is for those who want key knowledge without any padding or fluff. Just key point lessons that get straight to the heart of the sales techniques.
COURSE CONTENT.
Lesson 1 – Introduction - The art of closing higher value sales
This lesson introduces the five most common closing-the-sale challenges that can sink your sales opportunity without you ever knowing.
Lesson 2 - How to close when selling to a large buying team
You explore the four classic buying roles that you always face when managing a higher value sale. How do you manage the buying needs of each role to ensure that the buying team fully supports your proposal?
Lesson 3 - The challenges of multiple buying stages
In this lesson we examine the typical stages of a higher value sale and how best to manage each step, to use soft closing to discover where you stand and how to stay ahead of rival suppliers.
Lesson 4. Why we lose valuable sales
In this lesson we explore how top salespeople communicate their offer in a way that has the greatest influence on the buying team, and especially the senior decision makers. And how you use soft closing to check that you offer matches what the senior decision makers want to buy. This is essential learning for everyone that sells technical, IT and specialist products or services business-to-business.
Lesson 5. Senior decision makers don’t like to be sold
In this lesson we look at more soft-selling and soft-closing techniques, that achieve your selling and closing objectives, while keeping decision makers on side.
Lesson 6. The power of ‘Assumptive’ closing
My preferred closing approach has always been assumptive. It’s all about using subtle but powerful psychology. In this lesson you learn what is perhaps the most effective continuous closing approach that doesn’t appear like closing. Absolutely the best way to close throughout a higher value sale.
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"The most useful sales course I have attended."
Probably the most useful sales course I have attended over the past 10 years! Very enjoyable, very perceptive and very well executed.”
Dean Crane, Sales Director – Harris DAF (Trucks) Attended Mike’s selling skills course.