BTB Sales Skills Training Programs - BtB Sales Courses B2B Selling Tips

BTB Sales Skills Training Programs, Sales Courses & B2B Selling Tips by Preferred Training Networks.

The training process in eight easy steps:

1. Decide which blocks of Business to Business Sales best fit the needs of your managers.
   
   
   
   The content of The Building Blocks of Business to Business Sales� training program is the decision of the client. Simply put together the building blocks that you consider most valuable. Each block can be conducted in an hour or a day depending on your specific needs.
   
   You decide how many blocks of Business to Business Sales you would like to fit to each day.



2. Pre-program exercises
   
   
   
   Participants are provided with relevant articles and case studies two weeks prior to the program commencing. Discussions during the training program will relate to these topics.
   
   
3. Delivery of training program
   
   
   
   Delivery of The Building Blocks of Business to Business Sale training program.



4. Executive summary management briefing
   
   
   
   Following the training program the trainer will be available to provide a summary of key learning outcomes to participants' managers.



5. Addendum learning journal
   
   
   
   A learning journal will accompany every workbook. Participants will be encouraged to make note of creative solutions to address relevant work issues.



6. One-to-one coaching
   
   
   
   Approximately three to four weeks after the program, a business coach will contact each participant to monitor their progress and provide some specific ideas to address any issues.



7. Measuring the results - Retention, Application, Impact, Training/learning index (RAIT™)
   
   
   
   RAIT is a valid and reliable learning assessment tool which produces a return on your investment, on any training program delivered. Developed by Dr Stanley Rodski, a neuropsychologist, this measurement system enables identifi cation of training which exceeds, meets or falls short of learning expectations.



8. Smart additional learning
   
   
   
   Individuals learn in different ways. An additional learning tool will be sent to each participant after the training program. All tools are complimentary and will be pre-approved by your learning team. Tools are selected that are likely to create a behavioural change in each participant, for example, articles of interest and reference materials such as Dale Carnegie's 'How to Win Friends and Influence People'.

Key Learning Outcomes of the Building Blocks of Business to Business Sales

Understanding the Value Exchange Concept

• Identifying what exactly your clients/customers value and their perception of value.


• Positioning your value offer


• Communicating value to your clients/customers

Identifying your USP

• Identifying key strengths that differentiate you from your competitors


• Communicating your USP to infl uence buyer behaviour


• Identifying any imitability of your USP

Lead Generation

• Understanding where your leads come from and segmentation methods


• The metrics that should be applied to weight your leads


• Getting referrals from existing loyal clients/customers

Questioning Skills

• Understanding question based selling techniques


• Understanding active listening and the laddering technique


• Tailoring the message to fit the clients/customers needs

Communication Techniques

• Communicating with different personalities, generations and demographics


• Communicating a track record to build trust


• Communicating value to your clients/customers

This is a short excerpt from our BTB Sales Skills Training Programs in B2B Sales Courses & B2B Selling Tips article. To view the full article please visit the Preferred Training Networks website.