B2B sales – Closing the sale.

The course shows you how to increase your sales by overcoming five of the most common challenges you face when pitching and closing b2b sales. The course includes example customer conversation scripts for each of these five challenges.

A study of several large sales teams revealed that their strong closers, the salespeople who actively pressed to close for the order, secured no more sales than those who allowed the principal decision maker to decide to buy. In fact, some strong closers sold less. This compact, key-point course focuses on how you maximise your order conversions by soft-closing at every stage of a higher value b2b sale.

“Practical on hand tips and structures that actual work.”
“After attending many sales based training workshops over the years, I found Mike’s to be one of the few that offered practical on hand tips and structures that actual work when applied.”

Marvin Edson, Partner & Sales Manager, EBS Office Supplies

THE FIVE COMMON CLOSING CHALLENGES OF HIGHER VALUE B2B SALES
Nearly all higher value sales pass through a series of evaluation and decision making steps that involve junior as well as senior decision influencers.

These five common challenges are:

1. When there are multiple decision makers, influencers and buyers involved.

2. Where there are several or many buying stages.

3. When several competing suppliers tender or pitch for the order.

4. When you can’t sell directly to the principal decision maker.

5. When the principal decision maker hates being sold to.

To manage these challenges the salesperson must close at during each step of a sales, to both understand the state of play and to discover what they must do next to influence the decision making and secure the order.

WHY THIS COURSE HELPS YOU ACHIEVE HIGHER SALES.
Any b2b sales is at risk when you fail to meet the individual and business needs of the stakeholders, and especially those of the final decision maker or team. Any one of the five most common sales challenges can sink your conversion opportunity. This course explains these risks and how you ensure you manage them effectively.

“Inspired by the training”
“I have attended two of Mike’s training sessions and was inspired by both. Fundamentally, he knows what he is talking about and presents his ideas and experience in a very straightforward and to the point manner.”

Mark Whittaker, (2008-2018) Business Development Manager at Integral UK Ltd. (The leading Mechanical, Electrical and Fabric property maintenance business in the UK).

IS THIS B2B CLOSING COURSE RIGHT FOR YOU?
How can you tell if this course is right for you? Simple review the first introduction lessons free. If you have experienced one or more of the five challenges, then go ahead and study the other five lessons. You also have the Udemy satisfaction guarantee.

COURSE BACKGROUND.
This Course mirrors elements of Mike Kingston’s sell-out sales and marketing courses presented over nineteen years* for the UK’s leading City and Regional Chambers of Commerce, other training organisations and in-company for over four hundred and fifty UK or international companies from almost every business-to-business sector.
Mike’s courses are now transferring on-line with significantly enhanced content and with many more real sales examples.

* Mike presented courses and seminars for City and Regional Chambers of Commerce from 1995 to 2014, booking over 26,000 business owners, CEOs, Directors, Account Managers and Salespeople. The Chamber’s highest attended paid-for sales training. Mike also presented for the EEF (Engineering Employers Federation), BiteSize Seminars and the UK Government’s Business Links, as well as other UK industry initiatives.

“The most useful sales course I have attended.”
”Probably the most useful sales course I have attended over the past 10 years! Very enjoyable, very perceptive and very well executed.”
Dean Crane, Sales Director – Harris DAF (Trucks) Attended Mike’s selling skills course.

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• 3 stars: 3 votes
• 4 stars: 7 votes
• 5 stars: 5 votes

Frequently Asked Questions

How long do I have access to the course materials?

You can view and review the lecture materials indefinitely, like an on-demand channel.

Can I take my courses with me wherever I go?

Definitely! If you have an internet connection, courses on Udemy are available on any device at any time. If you don’t have an internet connection, some instructors also let their students download course lectures. That’s up to the instructor though, so make sure you get on their good side!