B2B sales strategy and consultative selling

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
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
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
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

Understand your customer's current situation and problems and identify key needs.
Aware of future risks, comprehensively review the advantages and disadvantages of sales, and formulate corresponding strategies to improve the probability of sales success.
Eliminate sales objections, meet and even inspire customer needs, and enhance customer benefits.
Strategy and execution close the cognitive gap and effectively implement action plans

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
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

• What is consultative selling

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

• Master how to ask questions about customer needs

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

• Strengthen persuasive influence

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

• Find the pattern from your personal style

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

•Value evaluation and project promotion

Customer journey optimization
Value creation and benefit analysis
Proposal processing and business development

• Analysis of the industrial environment

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 and SWOT analysis

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

• Analysis of key success factors and integration of internal resources

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

• Customer management exercises

Based on each person’s real-life work situation, they were divided into groups to practice and share suggestions

Testimonials

The teacher uses a clear and simple way to teach the skills, making the whole lesson quite exciting and making people want to know more.
In particular, the teacher's more work experience and examples will be more applicable to our business-related situations.

The logical flow is clear, practical and highly executed, thank you very much!

Analyze from multiple perspectives to develop the most beneficial strategies and tactics for the company and optimize the customer journey.

The practical exercises and questions helped me to see and think differently.

The teacher is good enough for the professional field, and the teaching interaction is great, and many analytical methods and practical tables can be brought to the practice to try