Influential B2B Selling
Take a moment to think of a client that you deal with very rarely, a client that is not very loyal to your business.
Now think of your best client that buys from your business regularly: Maybe they don't even ask for a quote before instructing you; you may even have more of a partnership relationship where you advise them on what they need.
Just take a moment to compare the difference between the two clients in every way you can think of right now. What if a higher percentage of your customer base behaved like your best client? What if you could cultivate those business relationships quicker?
Even in some experienced sales environments the perceptions and expectations of sales phone calls, networking and conditions set for negotiation can be surprising.
Whether an existing customer account or a new sales opportunity, the more you know about a client, and the better your relationship with them is likely to be, and the easier it is to make an acceptable proposal.
Intention
- To recognise the level of permission in a client relationship and begin to influence it
- To become aware of natural and effective information gathering techniques
- To provide influential patterns of speech and behaviour to overcome objection, keep the dynamic agreeable at all times and close the sale
Methodology
- Elicitation of current sales scenarios and challenges
- Demonstration of contrasting approaches to sales interactions
- Explicit input of language and body language techniques
- Exercise to practice the techniques until they become comfortable and natural
- Feedback and exploration in further real scenarios
Explicit content/techniques
- Resourceful perceptions for selling supported by psychological study
- Body language techniques to create an agreeable atmosphere around any interaction
- Language framing to maintain agreement throughout conversations
- Investigative questions to gather more information and identify any objections
- Influential language patterns to motivate the client to buy
Outcomes
- Create a comfortable atmosphere around meetings, networking and introductions
- Frame and manage conversations to maintain agreement and influence throughout
- Use Investigative language patterns to elicit the motives of the client
- Utilise influential language patterns to ethically guide a negotiation and close
Logistics
- This session can be run as a 180-minute 'nugget' or as a one-day training course
- We like to use two facilitators for the 'nugget' version of this session - optimum number of attendees is 12 the maximum is 24
- For an optimal training environment we prefer a theatre style room layout with plenty of room for participants to move around
- Equipment requirements are a flip chart (necessity) and a projector/screen (optional)
Interested in Influential B2B Selling? Contact Noggin
To develop and influence positive business relationships, why not contact us now?
