Spearhead Training > In-company Sales > Business to Business Selling Training Course

Business to Business Selling Training Course
high performance selling in the busienss to business market

Duration - 2 Days

This course is for the salesperson selling in the business to business market. 
Business people today have less time, are more difficult to see and have a wide range of suppliers to choose from. The programme presents the skills and techniques required by a successful salesperson in a competitive business environment. The programme is highly participative, the course tutor drawing on the experiences and opinions of the delegates’. The key points are reinforced with syndicate and practical exercises to ensure that they are seen in the context of the delegates’ situation. The tutors that deliver this programme are highly experienced in selling in the business to business market and currently perform an active sales role for Spearhead Training. Therefore they are very credible when relating to delegates’ challenges and they are also able to work with them to help them develop delegates’ post course sales plan.

This training course is available as an in-company option only. We can also tailor this course or create a bespoke training course for you.

For an open course option, click below

Introduction to Selling
Essential Sales Skills
Advanced Sales Skills

Programme Contents

• The Role of the Success Business Salesperson
• The Business Market Today
• Business Motives
• Identifying New Business Prospects
• Planning the Stages of the Sale  
• Pre-Approach Preparation
• Appointment Making    
• The Challenges of Selling to Business Users
• Selling to Multiple Decision Makers   
• Creating the Right Impression   
• Opening Up the Sale    
• Criteria for Purchasing Using the Spearhead Supplier Profile Model 
• Identifying and Influencing Customer Needs    
• Persuasive Communication
• Building the Differentiators
• Comparing Favourably against the Competition
• Professional Sales Presentations   
• Dealing With Difficult Questions
• Overcoming Customer Concerns
• Handling Price Objections    
• Reacting to Buying Signals    
• Gaining Client Commitment
• Effective Closing Techniques     
• Managing Sales Time 
• Management Your Customer Base    
• Delegates Post Course Action Plan

Course Directory

• Upcoming Courses
• Management Skills
  • Executive Leadership Programme
  • Introduction To Management
  • Management Development Programme
  • Managing The Sales Force
  • Management Skills
  • Supervisory and Team Leader Skills
  • Managing Change - New for 2008
• Executive PA Skills
  • PA's Personal Effectiveness Programme
  • Perfect PA
• Business Skills
  • Presentation Skills - Fully Revised for 2008
  • Financial Awareness
  • Successful Projects - New for 2008
  • Training Skills
  • Assertiveness Workshop
  • Improve Your Business Writing Skills
  • Persuading and Influencing Skills
  • Taking Minutes
  • Telephone Skills And Customer Service
  • Time Management - Fully Revised for 2008
  • Working With Difficult People - New for 2008
• Sales Skills
  • Essential Sales Skills
  • Key Account Management
  • Sales Negotiation Skills
  • Advanced Sales Skills - Fully Revised for 2008
  • Introduction to Selling - New for 2008
  • Selling By Telephone
• Marketing Skills
  • Introduction To Marketing
  • Public And Press Relations
• FMCG Skills
  • Effective Category Management
  • National Account Management

Tailored Training

• In-Company Courses
• Performance Coaching
• Experiential Learning
• Profiling
• Management Consultancy
• Learning Online

Spearhead Training

• About Us
• Special Offers
• Training News
• Free Training Materials
  • The Art of Communication
  • Consultative Professional Selling Advise - Part 1
  • Consultative Professional Selling Advice - Part 2
  • Laws of Sales Management and Motivation - Part 1
  • Laws of Sales Management and Motivation - Part 2
  • Planning for Negotiation Advice
  • Presentation Skills Training - Part 1
  • Presentation Skills Training - Part 2
  • Sales Tips
  • Selling by Asking More Questions - Part 1
  • Selling by Asking More Questions - Part 2
  • Telephone Sales Training - Part 1
  • Telephone Sales Training - Part 2
  • Telephone Sales Training - Part 3
  • The Psychology of Selling - Part 1
  • The psychology of Selling - Part 2
  • Time Management
• Venue Details
• Tutor Profiles
• Brochure Requests
• Home

Announcements

• New Courses for 2008
• Why come to us when we will come to you...
• Learning For Life
• Are You a Member of Our FlexiClub?
• Two-for-One Summer Course Offer

Testimonials

'The theatre will be shocked by the new exciting management ideas!'
N.W. - Feb 2007
Creation Theatre Co.