Customer Centric B2B Sales Made Easy
- Description
- Curriculum
- Reviews
Target Audience:
- Businesses that sell their products and services to other businesses
- Business owners who are doing their own sales
- Business owners and sales leaders who are concerned about their sales performance
- Sales professionals of all experience levels looking to improve their sales performance
Course Objectives:
- Understand the core principles of effective B2B sales processes
- Identify customer needs and challenges
- Craft compelling value propositions
- Develop effective questioning and listening skills
- Navigate the sales cycle with a customer-centric approach
- Identify role players and their buying motives
- Overcome objections
- Reduce sales cycle
- Increase win rate
- Increase deal size
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1
Shifting From Product-Centric to Customer-Centric SalesStop speaking about you and start speaking about your prospects.
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2
The Benefits of Customer-Centric Sales
Some of the benefits your business will experience as a result of implementing a customer-centric sales approach.
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3
Understanding customer buying behaviour
The thought processes our prospects go through when making purchasing decisions.
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4
The Effective Customer-Centric Methodology
Learn the importance of sales processes and the role they play in winning deals.
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5
Three Modules
· Module 1: Discovery Phase
· Module 2: Solution Development and Presentation
Module 3: Closing Phase
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7
The Purpose of The Discovery Phase
The discovery phase is the foundation of the sales process, and here’s why and what you should do about it.
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8
The Basics – Preparing for Your First Meeting
Before you meet with your prospects there are some basic things you should know
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9
Setting a Verbal Agenda
Here you will learn the importance of setting verbal (or written) agendas with your prospects.
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10
The Importance of Active Listening and Questioning Techniques
We don’t listen enough in sales. Here are some practical steps you can take to ensure you hear your prospects
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11
Uncovering customer pain points, goals, and challenges
This is where the core of winning begins – understanding your prospects. Here you will learn how to get through to your prospects
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12
Understand the buying centre
Learn how to map and navigate the buying centre
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13
Proof
Before you can more forward with a won deal, you’ll need to prove to your prospect that you can do what you say you can
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14
Building rapport and establishing trust
How to ensure you build trust with your prospect, every step of the journey.
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15
Collaborating with Customers to Develop Solutions
Learn how to tailor your solution to your prospect’s requirements
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16
Developing a Compelling Value Proposition Tailored to Customer Needs
Learn how to adjust your value proposition to make it relevant to your prospects.
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17
Quantifying the Value Proposition with Data and Evidence
Here we’ll show you how to back up your value proposition with evidence
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18
Differentiating Features from Benefits and Value
Most services and industries are commoditized, we’ll show you how to stand out.
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19
Positioning your product or service as the ideal solution
Learn how to position your product or service against your competitors.
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20
Communicating The Value Proposition Effectively
Take all that you have done and make it into presentable, relevant materials.
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21
Overcoming Objections with a Consultative Approach
Objections are normal, face them head on and get over them.
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22
Negotiation Strategies and Tactics
We often mistake negotiation for haggling. Learn the key concepts of negotiation and how to come out on top.
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23
Effective Closing Techniques
Once you have done all the hard work, don’t let your prospect slip away, here’s how you need to close them.
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24
Following up
Just because your solution or service is a fit, doesn’t mean it’s top of mind for them. Here’s how to gently nudge them towards becoming clients.
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25
When Deals Go Cold
Even after all your hard work, some deals will go cold. When they do, follow these steps.
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26
Conclusion
