B2B Consultative Sales: Innovation and techniques for extraordinary results

U1: Reconciling yourself with the sales work

→ What is consultative sales?
→ Treasure map
→ The Sales Cycle
→ Characteristics of the Consultative Seller
→ Importance and facts
→ 10 most common mistakes in sales work

U2: Who is it and where do I get new clients?

→ 7 Sources of New Clients
→ Powerful Questions to define your “Ideal Client”
→ My buyer persona PAINS discovery template
→ Segmentation of existing accounts, references and value alliances

U3: Business Communication Toolbox

→ Preparing Your “Power of Attorney”
→ Elevator Pitch vs. Cocktail Pitch
→ Creating a Commercial Email that Generates Prospect Interaction
→ Elements to Consider in the Telephone Call
→ Elements of an initial commercial presentation

U4: Effective meetings with your prospects

→ Key elements of a business meeting
→ Element 1: Customer Personality Profile
→ Element 2: Types of Questions in Meeting
→ Element 3: Attitudes
→ Element 4: Commitments
→ Details that make the difference in the meeting

U5: Presenting a proposal with a high chance of success

→ Preparation of the commercial proposal
→ Elements of a “High Value Business Proposal”

U6: Negotiation, Excuses and Handling Objections

→ Handling objections: EPIC formula
→ "Negotiating is not always about lowering the price"
→ Objection: "I'm not interested at the moment" How to handle it?
→ Objection: "We do not have that budget for now." How to handle it?
→ Objection: "I'm already working with another company" How to handle it?
→ Objection: "I will evaluate it carefully and contact you." How to handle it?
→ Objection: "I have another supplier who gives me a better price." How to handle it?
→ Objection: "I must present it to my superiors" How to handle it?
→ Objection: "Send it to me by mail" How to handle it?
→ Objection: "Now I have other priorities" How to handle it?
→ Additional considerations for handling excuses and objections

U7: Value Tracking and Referral Request

→ “Give permission to be told Yes or No”
→ What to say to a prospect who disappears?
→ How to ask for referrals? Rule 20-20-60
→ Curry Pyramid

U8: CRM and Habit Building

→ How to complete a CRM correctly?
→ Importance of building Habits (5 principles)
→ Importance of numbers in sales

Course evaluation

→ This course contains a final exam

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