ascent-world.com

Overview

Business-to-Business Selling illustrates how purchase decisions are made in organizations and demonstrates the knowledge and skills necessary for managing the sales process.

Participants learn how to consider the customer's perspective as a buyer, his/her buying motives and how to identify suitable approaches in different and difficult sales scenarios.

Target Audience

Duration

Participants Per Program

Objectives

To help delegates enhance their skills for effectively managing the sales process; from the first approach to closing the deal in selling to business.

Content

Explaining the principles of selling and the buying stages of a corporate customer.
Demonstrating knowledge of the consultative selling process and identifying successful behavior throughout its phases.
Structuring preparation in accordance with the decision making units of the customer.
Demonstrating skills in identifying and understanding the needs and buying motives of customers while considering hidden agendas.
Creating enthusiasm by exceeding expectations of buyers, users and the decision-maker.
Delivering enthusiastic and customer focused product presentations and demonstrations based on the customer's need.
Handling customer objections in an effective, yet consultative way, aiming at long-term relationship building.

Our Approach