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.

The goal of the game – just like the goal of every salesman’s work – is to achieve the highest possible sales volume and to meet the targets. The one who achieves the best results will win. The one who achieves the best results will win. Participants will have to make various decisions (selection of customers, selection of a product for a customer, contact method, etc.), each of which will affect their position in the game. What is more – time pressure will come into play, which sooner or later will force them to set sales priorities. After completing the game, the participants will transfer the conclusions from the game to their sales reality. The game will also provide a bird’s eye view of the sales process, which will be a starting point for further work.

Knowledge

• the B2B sales process
• the most important areas of B2B sales
• the impact of relationships on sales
• customer portfolio management
• needs assessment
• sales opportunity management
• forms of customer contact

Results

• participants think of B2B selling as a long-term process,
• participants are aware of the complexity of B2B sales processes,
• participants experience the influence of the quality of actions taken with the client on sales results,
• participants are familiar with the characteristics of B2B sales.