Selling to businesses is a different discipline — longer cycles, multiple decision-makers, and a need to solve real business problems rather than just push products. This program equips participants with practical B2B and consultative selling skills, covering how to sell solutions and build value in complex business sales.
As B2B selling grows more consultative, these skills are highly valued. This course combines B2B sales with consultative selling technique and introduces emerging trends in B2B sales.
Course Objectives
Upon the successful completion of this program, attendees will be able to:
- Understand B2B and consultative selling concepts
- Understand the B2B buying process
- Map decision-makers and influencers
- Apply consultative selling mindset
- Research and prepare for B2B sales
- Generate B2B leads
- Run discovery conversations
- Diagnose business needs and problems
- Apply questioning frameworks
- Build and present solutions
- Demonstrate business value and ROI
- Handle complex objections
- Manage long sales cycles
- Negotiate and close B2B deals
- Manage and grow B2B accounts
- Apply emerging trends in B2B sales
Course Outline
- Module 1: B2B & Consultative Selling Concepts
- Module 2: The B2B Buying Process
- Module 3: Mapping Decision-Makers & Influencers
- Module 4: The Consultative Selling Mindset
- Module 5: Researching & Preparing
- Module 6: Generating B2B Leads
- Module 7: Discovery Conversations
- Module 8: Diagnosing Business Needs
- Module 9: Questioning Frameworks
- Module 10: Building & Presenting Solutions
- Module 11: Demonstrating Value & ROI
- Module 12: Handling Complex Objections
- Module 13: Managing Long Sales Cycles
- Module 14: Negotiating & Closing B2B Deals
- Module 15: Emerging Trends: B2B Sales
Who Should Attend
This course is intended for B2B sales professionals, account managers, and anyone selling solutions to business customers. A basic sales foundation is helpful.
Registration & Inquiry
For more details & inquiry, please contact us at:
