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B2B sales training
Master the specifics of business-to-business sales and excel in inter-company transactions.
87 % of people overestimate their sales skills, so don't let your opportunities slip through your fingers.
Training objectives
This specialised training course enables you to master B2B-specific sales techniques in order to effectively develop your professional client portfolio.
Understanding the B2B Ecosystem
Mastering the specificities of the B2B market, complex decision-making processes and the various players involved in professional purchasing.
Prospecting and Strategic Targeting
Develop effective prospecting strategies to identify and approach decision-makers and influencers in target companies.
Solution Sales and Added Value
Learn to sell value rather than products by offering solutions tailored to your prospects' business challenges.
Managing Long Sales Cycles
Master the tracking and support techniques necessary to effectively manage extended B2B sales cycles.
Sustainable Customer Relations
Build long-term partnerships with your B2B customers to maximise lifetime value and develop repeat business.
Collective Performance
Optimise team results by developing synergies and capitalising on each individual's strengths.
Your comments
B2B sales training
Online or face-to-face
Take your course wherever you want (videoconference or face-to-face) and choose your lesson times to suit your schedule.
1 month
Our training course lasts approximately one month. Allow for five to six hours of training per week. This schedule can be customised.
Graduate
Our sales training course leads to a diploma and is internationally recognised. We are eduQua certified.
The modules
I. Environment and B2B Specifics
Fundamental differences between B2B and B2C
Corporate decision-making process
Mapping of stakeholders and influencers
Economic and strategic issues
II. Prospect Research and Qualification
Identification of target companies
Strategic information search
BANT qualification and methodologies
B2B digital prospecting tools
III. B2B Prospecting Strategies
Professional telephone prospecting
Social selling and LinkedIn
Email marketing and automated sequences
Events and professional networking
V. Handling B2B Objections
Objections specific to the professional world
Handling budget objections
Competition management
Reinsurance and client references
IV. Initial Contact and First Approach
Professional hooking techniques
Adapting speech to the audience
Making qualified appointments
Preparation for sales meetings
VI. B2B Negotiation and Closing
Preparing for complex negotiations
Win-win negotiation and partnership
Management of commercial terms and conditions
Closing techniques tailored to B2B
«This training course in B2B sales techniques is a real springboard for those who want to master the most advanced tools, strategies and approaches, while benefiting from tailored support to achieve their professional goals.»
They train with us
FAQ
Please contact us for a quotation.
The price is personalised according to your level, your objectives and the course format you choose.
Payment can be made in several monthly instalments free of charge.
This course is aimed at all those who want to improve their commercial and relational impact, whether they are beginners or experienced. It is particularly recommended for :
Sales and business developers wishing to structure and strengthen their sales approach.
Entrepreneurs, the self-employed and managers who have to sell their services or convince partners.
Customer relations managers who want to build loyalty, relaunch and develop their portfolio.
Professionals undergoing retraining or career development who want to acquire practical skills in communication, negotiation and influencing.
Anyone in contact with customers or partners who want to increase their confidence, impact and results.
To find out more about the importance of sales training and good sales practice, take a look at this well-known resource: Harvard - Strategic Sales Management
We invite you to take part in one of our free Masterclasses. It's the best way to realise just how valuable this training will be for you.
By e-mail: contact@osamformations.com
By telephone: + 41 22 518 90 93
Please send us a detailed request describing your requirements to contact@osamformations.com.
For more information, contact us!
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