Business-to-Business Sales 

Market competition is becoming more and more intense. The market processes are becoming more and more rapid. What was a dream yesterday is a reality today and will be history tomorrow. Nowadays, the goal of every firm is to exceed their clients’ expectations with their products and services.

 

It is not enough for a salesperson to be enthusiastic and to know his firm and its products or services well. It is also important for them to consciously direct the negotiation - to be aware of what to pay attention to in the different phases of the negotiation, the type of the partner, and the behavior he needs to follow. The salesperson must be able to handle those factors which can influence the success of a sale. He must be aware of those factors that can result in failure.

The necessary requirement of a successful sale is that the salesperson must be able to build long-term confidence. He must know the client’s needs, as well as the different members of the buying process and their motivations. He must be able to recognize the phases of the sales process, should know the decision-making process of that particular firm, should be able to make a proposal with personalized benefits, and should be able to lobby.

These are the competencies that are to be developed in this program. 

By the end of the program the participants will be familiar with:

• The theory of the Buying Cycle – namely, the process that leads to the decision-making of the customer
• The significant behaviors of the partner, and how the partner reacts in each state
• The appropriate strategy in each state
• The possible members of the decision-making process
• What kind of motivations stand in the background in the case of each member 
• The prerequisites of a sale (confidence, need, and buying power)
• The phases of the sales process
• How to conduct oneself in each phase
• The method of confidence-building 
• The customer’s typology (DDS system)
• The motivations that influence customer decisions 

By the end of the program the participants will be able to:

• Build confidence with the client
• Identify the partner’s behavior and adapt their own behavior to it
• Assess the client’s needs
• Convincingly present products, services, or promotions
• Handle objections
• Close the negotiation effectively