Make Every Sales Meeting Count
Buying practices in the business customers that you serve are constantly evolving and as a result, salespeople need to be able to adapt to the new realities of the buyers world.
Buying in Business to Business is becoming more complex for both buyers and sellers alike.
Salespeople have to ensure that every interaction that they have with buyers adds value to the buyers who only spend 17% of their time interacting with salespeople (Source: Gartner)
By actively participating in this workshop, you will be able to identify best practices which you can use in planning, conducting, and following up meetings with your buyers which will help you to accelerate their decision to purchase.
You will leave the session, knowing the 5 actions that when applied consistently will help you be more successful in your interactions with your buyers.
AIM: Explore the Sales Meeting Skills that work with modern buying practices. Learn how you can help your buyers become more successful.
Objectives
- Understand why modern Business to Business find buying more difficult.
- Understand how salespeople can help buyers achieve their goals.
- Be able to plan and open meetings that engage potential buyers.
- Be able to conduct meetings which are valuable for both the buyer and the salesperson.
- Be able to manage buyer objections and concerns.
- Know how to gain meaningful commitment from buyers.
Content
- The new buyers world and it’s challenges.
- Implications for salespeople.
- Why buyers still need salespeople.
- Preparing for any type of meeting.
- Starting meetings in a way that engages your buyer.
- The role of high value questions.
- Understanding buyers’ roles & motives.
- The best types of questions to ask.
- Managing buyers concerns.
- Closing the meeting effectively.
- The power of effective follow up.
- Gaining buyer commitment
Please note: A minimum of 4 delegates are required to run this course. If this is not met then this course may be rescheduled.
