Introduction

Always be closing... That doesn`t mean you`re always closing the deal, but it does mean that you need to be always closing on the next step in the process.`- Shane Gibson

A sales strategy is not just about closing deals, it is about defining a sales process that accurately reflects an organization, its customers, and the products or solutions that it sells. By truly understanding its customers and by actually solving its customers` problems, a company can define and execute a sales process that will increase the likelihood of reaching its ultimate objective: a closed deal and money in the bank.
Today, however, B2B buyers are taking the lead in the sales process. They do their own research online before considering which solution might be the best fit ** even when they`re making an offline purchase. In fact, much of the buying decision has been made before the salesperson ever talks to the business.
Modern B2B buyers are much more actively involved in the sales process. They are not passive participants ** they don`t just trust what the sales rep says, they do their due diligence.
This training session describes the steps to create a business-to-business (B2B) sales process and shows how these steps are used to build a sales funnel. It also provides tips guide line for effective and consistent execution of that process to get initial sales and improve upon them.

Objective of Training Program

The Impact Sales training session, designed by trainer will help participants develop a unique understanding of the principles, strategies, sales processes and mindsets necessary to be a successful Sales Person, specific to their industry, market and situation. This training solution covers:
# Setting Yourself up for Success
# Breakthrough Mindsets for B2B/Institutional sales/Key Account Management.
# The Power of Influence - an exploration of the Psychology of Sales model
# Powerful Prospecting and Creating Business Opportunities
# Controlling the Sales Call
# Building Powerful Relationships
# The Art of Closing Sales
# Strong Key Account Management system.
# Make customer live long.

Methodology

Contents of Training: