B2B Sales – How You Close Higher Value Salesv

B2B sales – How you close higher value sales for maximum conversion

What you’ll learn
Discover how to apply soft-closing b2b sales techniques that significantly increase your sales conversion rate of higher value orders.
Learn how to use soft closing to unlock the customer’s buying priorities. To enable you to pitch your sale and focus your face-to-face selling effectively.
Employ soft closing to reveal a b2b customer’s purchase intentions and discover the senior decision maker’s supplier preference.
Adopt powerful buying psychology that repeatedly encourages customers to buy and only from you.

Requirements
While no previous sales experience or training is required to benefit from this course, field b2b sales experience supports greater understanding. of the techniques taught.

Description
The course shows you how to increase your sales by overcoming five of the most common challenges you face when pitching and closing higher value b2b sales. The course includes example customer conversation scripts for each of these five challenges. A study of several large sales teams revealed that their strong closers, the salespeople who actively pressed to close for the order, secured no more sales than those who allowed the principal decision maker to decide to buy. In fact, some strong closers sold less. This compact, key-point course focuses on how you maximise your order conversions by soft-closing at every stage of a higher value b2b sale.”Practical on hand tips and structures that actual work.”“After attending many sales based training workshops over the years, I found Mike’s to be one of the few that offered practical on hand tips and structures that actual work when applied.”Marvin Edson, Partner & Sales Manager, EBS Office SuppliesTHE FIVE COMMON CLOSING CHALLENGES OF HIGHER VALUE B2B SALESNearly all higher value sales pass through a series of evaluation and decision making steps that involve junior as well as senior decision influencers.These five common challenges are:When there are multiple decision makers, influencers and buyers involved.Where there are several or many buying stages.When several competing suppliers tender or pitch for the order.When you can’t sell directly to the principal decision maker.When the principal decision maker hates being sold to.To manage these challenges the salesperson must close at during each step of a sales, to both understand the state of play and to discover what they must do next to influence the decision making and secure the order.WHY THIS COURSE HELPS YOU ACHIEVE HIGHER SALES.Any higher value b2b sales is at risk when you fail to meet the individual and business needs of the stakeholders, and especially those of the final decision maker or team. Any one of the five most common sales challenges can sink your conversion opportunity. This course explains these risks and how you ensure you manage them effectively.”Inspired by the training”“I have attended two of Mike’s training sessions and was inspired by both. Fundamentally, he knows what he is talking about and presents his ideas and experience in a very straightforward and to the point manner.”Mark Whittaker, (2008-2018) Business Development Manager at Integral UK Ltd. (The leading Mechanical, Electrical and Fabric property maintenance business in the UK).IS THIS B2B CLOSING COURSE RIGHT FOR YOU?How can you tell if this course is right for you? Simple review the first introduction lessons free. If you have experienced one or more of the five challenges, then go ahead and study the other five lessons. You also have the Udemy satisfaction guarantee.COURSE BACKGROUND.This Course mirrors elements of Mike Kingston’s sell-out sales and marketing courses presented over nineteen years* for the UK’s leading City and Regional Chambers of Commerce, other training organisations and in-company for over four hundred and fifty UK or international companies from almost every business-to-business sector.Mike’s courses are now transferring on-line with significantly enhanced content and with many more real sales examples.* Mike presented courses and seminars for City and Regional Chambers of Commerce from 1995 to 2014, booking over 26,000 business owners, CEOs, Directors, Account Managers and Salespeople. The Chamber’s highest attended paid-for sales training. Mike also presented for the EEF (Engineering Employers Federation), BiteSize Seminars and the UK Government’s Business Links, as well as other UK industry initiatives.”The most useful sales course I have attended.””Probably the most useful sales course I have attended over the past 10 years! Very enjoyable, very perceptive and very well executed.” Dean Crane, Sales Director – Harris DAF (Trucks) Attended Mike’s selling skills course.

Overview
Section 1: Introduction

Lecture 1 Introduction – Does forceful closing work?

Section 2: How to close when selling to a large buying team

Lecture 2 Closing multiple decision makers

Section 3: Managing multiple buying stages

Lecture 3 Managing multiple buying stages

Section 4: Why we lose valuable sales

Lecture 4 Why we lose valuable sales,

Section 5: Senior decision makers don’t like being sold to.

Lecture 5 Senior decision makers don’t like being sold to.

Section 6: The power of assumptive closing.

Lecture 6 The power of assumptive closing.

This course is for experienced, developing as well as novice b2b salespeople and others who engage in discussions with a customer’s buying team.