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ONLINE COURSE: B2B SALES

Do you need to win in the market and create buying and loyal customers?

THE PROGRAM INCLUDES

The programme is targeted at employees who have customer contact (salespeople, advisors, consultants, etc.) and supports the entire sales process. A total of 19 modules, giving you the tools to build customer relationships and create and win business opportunities.

  • Duration: 2 hours
  • LANGUAGE: DANISH

1. PREPARATION

2. CONTACT

3. NEED

4. SOLUTION

5. CONCLUSION

1. PREPARATION

2. CONTACT

3. NEED

4. SOLUTION

5. CONCLUSION

1. Preparation phase

The effective and results-oriented salesperson is well prepared. These modules help to get a handle on the sales process, on priorities and efforts, and on the messages to go to market with.

MODULE 1 - HIGH PERFORMING SALES PEOPLE AND THE SALES PROCESS

High performers in sales follow a structured sales process that helps customers reach a decision. This module provides insight into the successful levers that the top salesperson uses in the sales process with the customer.

MODULE 2 - COMMERCIAL MESSAGES

Customers expect to meet salespeople who inspire and challenge. This module provides inspiration for composing and using commercial messages to activate customer dialogues.

MODULE 3 - TAKE CONTROL

The best salespeople are results-focused. They take the lead in realising the desired goals. This module provides insight into what creates results and provides a model for evaluating where the focus should be.

2. Contact phase

Establishing a trusting relationship with your customer is where the selling begins. Learn how to build strong relationships with other people and how to initiate new dialogues with the right people.

MODULE 4 - CREATE REPORT

A good and trustful contact with the customer opens up for the customer to share his wishes and his view on what we offer. This module provides a method for making good connections with other people.

MODULE 5 - COMMUNICATION (TYPOLOGIES)

The skilled advisor or salesperson adapts his communication to the customer. This module trains how to identify what type of communication the customer is, what primarily characterizes their motivation and how to match it.

MODULE 6 - BOOKING MEETINGS

Often, a seller must initiate a dialogue. It is difficult for many to have this dialogue and it results in either no attempt to contact them or no meeting at all. This module trains the steps you need to take to sell the idea of a meeting to the right decision-maker.

MODULE 7 - STAKEHOLDERS

There are often many people involved in making a decision about buying or investing in a business. This module provides a tool to get an overview of stakeholders and qualify them in relation to where the work should be done.

3. Needs phase

Customers are driven by their needs. The salesperson's task is to identify and activate the customer's needs, and base advice and proposed solutions on them. The sellers who are best able to do this win.

MODULE 8 - COOPERATION WITH THE CLIENT

One of the things that sets the best salespeople apart is their ability to establish a working relationship with the customer. Studies show that customers prefer salespeople who demonstrate the ability and desire to work together towards a common goal. This module gives concrete recommendations on how to engage the customer in a collaboration

MODULE 9 - CREATE INTEREST

Customers want to talk to salespeople(70% say they do) – but only if they bring something interesting to the table. That’s why salespeople need to be good at generating interest and positioning themselves as a source of insight, knowledge and good ideas. This module trains Power Questions, which is a method to initiate and manage value-creating dialogues.

MODULE 10 - CUSTOMER NEEDS AND QUESTIONING TECHNIQUE

Understanding what customer needs are and how to uncover and activate them through questions is essential to being a credible and sharp salesperson or advisor. This module provides a model for understanding customer needs as well as a basic questioning technique.

MODULE 11 - ADVANCED QUESTIONING TECHNIQUE

Customers who are aware of their needs and experience them strongly buy more and faster. The best salespeople therefore manage to activate these needs and the desire to respond to them. This module trains one of the most successful and well-documented questioning strategies for the complex sale.

4. The solution phase

Vendors must be able to create an experience of value, and deliver a solid and compelling presentation of a solution. In the solution phase, the seller works to make the connection visible and can argue the value.

MODULE 12 - DIVIDEND SELLING

Customers are driven by the benefits they derive from buying a product, service or solution. The best salespeople manage to create an understanding of the benefits they can bring to the customer through the solution. This module trains how salespeople translate attributes and services into benefits and value for the customer.

MODULE 13 - PERSUASIVE PRESENTATIONS

A compelling presentation moves attitudes and decisions. This module trains the principles of building and delivering compelling presentations, including structure, packaging and delivery.

MODULE 14 - PRESENTATION TECHNIQUES

Appearing credible, likeable and convincing is about both verbal and non-verbal communication. This module trains the most important skills of good presentation technique.

MODULE 15 - WINNING DEALS

A written offer to the customer is an important decision document, which is usually seen by several stakeholders. It is important that the offer is structured correctly and clearly illustrates an understanding of the customer and the value you bring. This module reviews how the seller builds a winning offer.

5. Closing phase

Sales are measured by the bottom line. It is the salesperson's job to help the customer get to the end of a decision, while ensuring that you win in competition against others or no decision. The closing phase focuses on removing concerns, processing all decision-makers, negotiating a win-win agreement in place and closing the order.

MODULE 16 - HANDLING OBJECTIONS

Every sale meets resistance, but objections are often a buy signal. There may be a lack of trust, no need at the moment, no urgency or no value experience. This module trains a method to deal with objections constructively in order to gain momentum in the sales process.

MODULE 17 - NEGOTIATION

Negotiation is one of the most important areas of sales work, where both partners must feel that they are entering into a good agreement. Salespeople meet customers who are skilled negotiators, and there are big consequences or rewards in terms of how they handle a negotiation. This module trains the salesperson through the negotiation process and provides a toolkit to ensure an optimal outcome.

MODULE 18 - STAKEHOLDERS PROCESSING

The overall aim of stakeholder engagement is to gain support for what you are trying to achieve and to minimise risks along the way. Without key stakeholder support and input, the purchase decision is never made. This module provides an approach to working with the stakeholders who are critical to winning.

MODULE 19 - CLOSING THE DEAL

The seller has the task of ensuring that a good decision is made, and must always initiate this. This module trains the three steps a salesperson must take to close the sale and get the decision in place.