B2B Selling Skills - March 7-9, 2017

Time: 9:00am - 5:00pm Download PDF
Venue: CEE@IBA,Karachi Reg Form
Info: ceeinfo@iba.edu.pk  
Contact: Tel: (0213) 8104700 (Ext:1804, 1807, 1809)  
  • Introduction

    B2B selling is a complex combination of art and science. Understanding customers, what they want requires salespersons to be personally effective and brave themselves to be their company's brand. One has to rally the internal team to win the customers' confidence and garner the customer team's support to Win the Customer. Assessing customer needs and wants with appropriate questioning techniques and effective listening skills, to develop the perfect solution to craft a winning proposal, requires meticulous planning and teamwork. No customer accepts proposal without raising objections. B2B selling requires specialized skills in objection handling and negotiation skills that helps Win the Business. At the end of the day, it all boils down to Relationship Management and your Sales Pipeline management skills. B2B selling is about assessing buyer personalities, transcending professional relationships into customer loyalty and focusing on your sales territory driven by your sales pipeline management skills. All this is punctuated with real life short case studies.

  • Agenda
    Win more Customer
         Personal Effectiveness in B2B Selling 09:00 to 10:45
         Understanding Sales Conversations 11:00 to 13:00
         Understanding & Capturing Customer Expectations 14:00 to 15:30
         Discovering the Buyer and Decision Maker 15:45 to 17:00
    Win more Business
         Creating Value Propositions for the Customer 09:00 to 10:45
         Developing and Presenting Your Proposal 11:00 to 13:00
         Handling Objections Successfully 14:00 to 15:30
         Win-Win Negotiation 15:45 to 17:00
    Win more Relationships
         Gaining Commitment to Close the Deal 09:00 to 10:45
         Key Account Management 11:00 to 13:00
         Sales Pipeline 14:00 to 15:30
         Relationship Management 15:45 to 1700
  • Learning Outcomes
    • Build rapport & customer trust, uncover, comprehend and manage customer expectations, create value propositions for the customer, develop and needs-matching proposal, deliver a deal winning presentation, handle objections objectively and convincingly, create a sense of urgency, negotiate fairly to gain a win-win customer commitment, close the deal, understand key account management, learn how to manage your sales pipeline and master the art of relationship management. At the end of the course, the participant will be more confident, more assuring and most importantly a better salesperson to win orders, increase revenue, achieve targets and retain customers in the long term.
  • Audience
    • You plan to pursue a career in sales or have recently started a sales career; From time to time you struggle to achieve your targets; You need to inspire your sales team and lead them to deliver peak-performance; You have been recently appointed as B2B Sales Manager; You have been a B2B Sales Manager and need to refresh your skills with new techniques to coach your sales team; You work very closely with front-line salespersons and need to understand the nuances of B2B selling to support the sales team achieve their targets.
  • Material Covered
    • Course material will include printout of course slides. These include presentations on the agenda topics as well as short case studies. Videos are also included. Some slides during the course are 'Rolling Slides' on specific topics either as ice-breakers or used for registering key messages with the participants.
  • Faculty
    Furqan Qureshi

    The dynamics and experiences of the marketplace are carted to the training room, customized and personalized for the audience. That is the unique training value-add you receive and a great learning opportunity for you, beyond just theories and concepts. With over 35 years in B2B and B2C industry and still actively selling, he has worked with global and national companies, selling, managing and leading at 'C' level positions including customer service experience management, technology enablement, process management, etc. He has earned the respect of his employers and his customers for his commitment to results and delivering on the promise. He practices what he preaches 'You have to live with your customer to gain the customer's trust and you will be measured, not by your product, but by the quality of service you deliver consistently'.

  • Topics
    • Win more Customer
      • Personal Effectiveness in B2B Selling
      • Understanding Sales Conversations
      • Understanding & Capturing Customer Expectations
      • Discovering the Buyer and Decision Maker
    • Win more Business
      • Building Your Proposal
      • Creating Value for the Customer
      • Presenting Your Proposal
      • Handling Objections Successfully
    • Win more Relationships
      • Win-Win Negotiation
      • Sales Pipeline Management
      • Account Management
      • Relationship Management
  • Fees
    PKR 40,000/participant:
    • Inclusive of Course material, IBA Workshop Certificate, Lunch, Refreshments & Business networking
  1. Facebook
  2. Twitter
  3. Linkedin
  4. Google