Introduction to consultative sales

This training will allow participants to experience the complexity of B2B sales processes. “The Contractors” training game will also help them understand this issue.

Its objective—just like the objective of every salesperson—is to achieve the highest possible sales volume and meet sales targets. The participant with the best overall performance wins.
The path to success, however, is far from straightforward. Throughout the game, participants must make a series of decisions—such as selecting customers, matching products to customer needs, and choosing the most appropriate contact method—each of which directly affects their performance. In addition, time pressure plays a key role, eventually forcing participants to prioritize their sales activities and make strategic trade-offs.
After the game, participants will translate the insights gained into their day-to-day sales practice. The experience also provides a valuable opportunity to view the entire sales process from a broader, strategic perspective, creating a strong foundation for further learning and development.

Knowledge

• The B2B sales process
• The key areas of B2B sales
• The impact of relationships on sales
• Customer portfolio management
• needs assessment
• Sales opportunity management
• Forms of customer contact

Results

• Participants begin to view B2B sales as a long-term process.
• Participants are aware of the complexity of processes in B2B sales.
• Participants experience how the quality of customer interactions directly impacts sales results.
• Participants understand the characteristics of B2B sales.