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B2B Selling Skills

Introduction
Introduction to B2B Sales
Preview
Definition of B2B Sales
Pre-Call
Your Products Unique Features and What They Solve For
B2B Sales Process
Ask for an Appointment
Frame the Meeting
Manage the Meeting to Secure an Advance (Move the Deal)
Trigger a Need
Provocative Questions to Entice the Urgency
Demonstrate Capability
DELIVER A MEMORABLE PRESENTATION
Present Financial Benefits Using the 1% Rule
Proof of Concept
Overcome Objections
End the Meeting with a Firm Commitment
Closing Remarks
Sell

Manage the Meeting to Secure an Advance (Move the Deal)

B2B Selling Skills
By: ERHAN IMAMOGLU
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In this section, you'll learn,

  1. How to trigger a need
  2. Demonstrate capability
  3. Deliver a memorable presentation
  4. Present financial benefits (the 1% rule)
  5. Proof of concept
We'll cover the following topics in this section:
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