Customer management


B2B sales strategy and consultative selling

B2B Sales Strategy and Consultative Selling

From strategy to tactics, anticipate the future needs of customers

Win-win sales that build long-term trust relationships

For the troubles of B2B sales, Kang Shiteng knows it

  • Can you find out the characteristics of the product, but can you form a customer interest point?
  • Do you understand what your customers really want?
  • In a highly competitive market, you have the ability to assist your customers in gathering information.
    Evaluate the ability to choose and buy smart?
  • Do you struggle to meet the needs of your customers, but also want to inspire them?
  • Can you use strategic thinking to sell?

What is a B2B sales strategy with
Consultative Selling?

B2B sales strategy and consultative sales refers to the sales staff for the market, external environment, competitive environment to do a comprehensive examination and integration, produce sales strategy, and at the same time of product introduction, use analysis ability, execution ability, creative ability, persuasion ability to complete customer requirements, and foresee the future needs of customers, put forward positive suggestions of sales methods.

Who needs to be on a B2B sales strategy with
Consultative Selling?

  • Marketing manager reserve cadres, business, business department heads
  • Managers of the service industry and distribution industry
  • Business executives and business people from all walks of life who are interested in improving performance
  • Aspire to work in the business and have the courage to challenge with a high salary
  • Those who want to devote themselves to marketing analysis, marketing management and other related fields

When you need to get on
B2B sales strategy with:
Consultative Selling?

  • When the original sales method hits a bottleneck
  • When you want to expand your market or expand your business
  • Development of new markets/products, organizational transformation or market repositioning
  • Enhance the strategic and tactical ability of enterprise talents to meet customer needs, negotiate and communicate

B2B sales strategy with:
Consultative selling
Course benefits

Course Advantages and Features

genuine Understand customer needs and fully integrate sales resources
is the key to sales success

Visualize strategy and tactics

Business case and real-world walkthroughs

Diversified integration has been effectively implemented

Kongshiteng B2B sales strategy and consultative sales, teach you to do a comprehensive analysis of competitors, Review your business model, create differentiated value, and identify the key factors for success. At the same time, establish good communication, integrate key resources, gain insight into customer needs with good questions, and finally optimize the customer journey, promote the plan, and promote sales.

How does B2B sales strategy and consultative selling work?

Through the “comprehensive perspective, rigorous logic, clear goals, and real-world discussions”, a clear business consultant blueprint is drawn.

Course Outline

Course outline

  • The difference between consultative selling and merchandising selling
    (Friend/Advisor/Seller 3 Roles)
  • There are five paths to a customer’s buying behavior
  • The seven steps of the business sales process
  • Competence development and the key to success in consultative selling
  • Learn the five levels of listening and asking questions
  • SPIN Sales Model and Drill – Four Ways to Ask Questions to Collect Customer Needs
  • Obtain a complete level of information-based consultative questioning
  • Analyze the sales advantage strategy and evaluate the plan
  • Learn from the FABE sales rules to find out the selling points for the product and create differentiation
  • Understand your own business style and thinking strengths
  • Understand and bridge communication with your customers
  • Insight into customer needs, meet needs, inspire needs
  • Overcome four predictable cognitive errors
  • Eight negotiation influencing techniques
  • Manage conflicts and respond to rejections
  • Customer journey optimization
  • Value creation and benefit analysis
  • Proposal processing and business development
  • Accurately grasp the trend and competition situation of the future industrial market, know yourself and your opponent, and win all battles
  • Analyze the ability of major, potential and external competitors to respond to changes with the company’s own business model
  • Examine how your business model can change and respond
  • Competitor business model analysis
  • Look at the competitors’ nine-square grid and do a SWOT analysis
  • Combine the above strategic thinking and external market information to complete the Macro Analysis
  • Review your business model
  • Value chain analysis and market trends
  • CSF, a key factor for customer success
  • Inventory of internal resources for business strategy
  • Identify key resources and connect them for execution
  • Establish good cross-departmental communication and integrate key resources
  • Based on each person’s real-life work situation, they were divided into groups to practice and share suggestions


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