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Presentation technique   Communication of today   B2B salesprograms   Strategic grow   Sales for business leaders   Marketing

A very practical and action-oriented development program for all vendors in the business to business sales.

Audience

You who work or want to work with sales to businesses.

Course Objectives

After the course, you have knowledge of Business-to-business, both theoretically and practically

Group size

The number of participants is limited to 20 participants.

Form of

Instructor led training in a group, very practical exercises occur during the course, including practical examples to test the course.

Literature and materials

To be announced at the first rate opportunity

Continuation Option

Our company has several courses to continue after the course, e.g. a Diploma Key Account Manager, but also courses in rhetoric as well as business programs

Preconditions / Prerequisites

Some previous sales experience is helpful, but not necessary.

 

Content

  • Sales Process - Increased understanding of the factors involved and affect our results and what it is that govern its performance.

  • New customer meetings - How to book, plan implement successful meetings. How to book meetings - how do you call the meetings? Conversation, discussion, or information session, what we charge for the values of these?

  • Meeting techniques – Structure, objective view, decide or determine? How meetings can be arranged. How meetings can be conducted. How meetings can be completed in time. Once we come to our meetings, how we carry them out. Who is the meeting for? The difference between the information sessions and sales meetings. Convinced or persuaded?

  • Presentation techniques - what message is sent, what the receiver gets, what do you want him / her to understand. Practical exercises with feedback

  • Strategies towards the order by an offer and closed deal - to sell is like to snap a shirt, do you start the wrong …….

  • Additional sales to existing customers - What different strategies are there, how can you do?

  • Time Management - How we plan and manage our time, what is urgent and what is important?

  • Key account management- What is key account management, what is it for, what is the comb out process, unlike the usual sales process. How to build your own K.A.M. process and adapt it to your daily business.