Programme overview.
A modern, practical approach to B2B selling: complex decision cycles, multiple decision-makers, value selling and mastery of the sales process. Participants work on real situations from their own sector so they can apply the methods immediately.
Why this training?
In B2B sales, decision cycles are often longer and involve several contacts with different roles and motivations. Convincing a single contact is no longer enough: the salesperson must understand the decision process, identify the stakeholders and create value for each of them. This training provides a concrete method for structuring this approach and developing commercial opportunities on a lasting basis.
The backbone of the programme.
Understanding the customer decision process
Identify the decision-makers, influencers and needs of each contact in order to adapt the sales approach effectively.
Value selling
Stop selling only a product or a price; demonstrate concretely the value and benefits delivered to the customer.
Opportunity qualification
Identify real needs, customer potential, decision-makers and next steps so effort is concentrated on the right opportunities.
Managing and developing the customer portfolio
Structure visits, develop the potential of existing customers, win new customers and maintain regular sales follow-up.
Sales follow-up and closing
Ensure structured, regular follow-up, keep the customer engaged, handle remaining objections and accompany each opportunity through to the decision and the close.
Field example.
A supplier of construction products wants to develop a significant opportunity with a customer. The salesperson is mainly in contact with purchasing, but the decision also involves the technical manager and the users on site. By identifying the different contacts, their needs and their influence on the decision, the salesperson adapts the approach, organises a field demonstration and maintains regular follow-up through to the close.
By the end of the training, the participant will:
- 01Define and manage the stages of the B2B sales process
- 02Identify the decision-makers, influencers and needs of each contact
- 03Present a value proposition adapted to the customer's needs
- 04Qualify and prioritise commercial opportunities
- 05Ensure follow-up and accompany deals through to their conclusion
Programme flow.
- Understand the specifics of B2B selling and the decision process
- Identify decision-makers, influencers and the needs of the different contacts
- Build and present a value proposition
- Qualify and prioritise commercial opportunities
- Case study based on the participant's portfolio and real situations
- Role plays: first contact, needs discovery and argumentation
- Handling objections and negotiation
- Sales follow-up, chasing and closing
- Developing and retaining the customer portfolio
Minimum 2 days
Turkish / French / German
Hands-on case studies, Video recording and feedback, Personal development plan
Certificate of participation issued
What do you leave with?
No pure theory: templates and documents adapted to your business, usable from day one.
- 01A completed DMU map template for your own portfolio
- 02MEDDIC qualification card (for every opportunity)
- 03Value proposition statement (3 segment-based versions)
- 04Exit criteria checklist per pipeline stage
Target participants.
- B2B sales representatives
- Key Account Managers
- Sales engineers
- Professionals entering the B2B market
Preparation.
- At least 6 months of B2B sales experience, or new entry into the B2B market
- You are expected to bring 2 open opportunities from your own portfolio
B2B Sales Techniques — join the programme.
You can take this training individually, in a group or in-company. Send your request with your preferred language and format.