Teach yourself about participating in a customer buying process.
On Wednesday, April 1st, 2020, we began delivering a free B2B sales training course via bite-sized posts on the SalesSense LinkedIn company page. This page presents links to the posts in part eleven - customer buying process participation.
Follow the links below to study the course. Follow the SalesSense LinkedIn company page. to see updates.
Course Contents
The complete course addresses the following B2B sales topics:
- Map a typical customer buying process.
- Define customer problems or situations that you fix or address.
- Find sales prospects who need what you sell, right now.
- Identify the right people in suspect organisations.
- Start a conversation through cold outreach.
- What to do if suspects don’t engage.
- Planning a discovery call or meeting.
- Persuasive communication.
- Negotiating access to those who can say yes.
- Prompting a customer buying process.
- Customer buying process Participation.
- Preparing an effective proposal.
- Conducting buying negotiations.
- Closing the sale.
- Managing the customer relationship.
Have the course content delivered in part or in full, for individuals or for groups in sessions led by the course author.
Online Group Training Session - £180 plus VAT. Learn more.
One-to-One Coaching Session - £95 plus VAT. Learn more.
Follow the course by following our LinkedIn company page or by emailing freeb2b@salessense.co.uk.
Part Eleven - Customer Buying Process Participation
Participating in a customer's buying process - overview. 11.1
Identifying those involved in a customer's buying process. 11.2
Put yourself on the evaluation team. 11.3
Sell your participation in a customer's evaluation. 11.4
Organise your selling team. 11.5
Decide on a strategy to defeat competitors. 11.6
Competitive sales strategy options - 1. Overwhelm. 11.61
Competitive sales strategy options - 2. Flank. 11.62
Competitive sales strategy options - 3. Divide. 11.63
Competitive sales strategy options - 4. Delay. 11.64
Competitive sales strategy options - 5 Defend. 11.65
How to test a sales strategy. 11.66
Use strategic alliances to multiply your resources. 11.67
Competitive strategy considerations. 11.68
Buying perspectives in the customer's buying team. 11.7
Recognising and dealing with a competitor's champion. 11.71
How to change the buying perspective of a competitor's champion - past sins. 11.711
How to change the buying perspective of a competitors champion - past sins 2. 11.712
When you can't change the buying perspective of a competitor's champion. 11.713
What to do about a personality clash. 11.714
When powerful people champion a competitor. 11.715
What to do about a competitor's supporter. 11.72
Winning over a competitor's supporter or a fence-sitter. 11.721
How to work with those who support your solution. 11.73
How to work with a champion on a customer's buying team. 11.74
Keep the customer's decision-makers involved. 11.8
Lead and manage the selling team. 11.81
Participating in the customer's buying process - summary. 11,9
If you need to increase customer buying process participation, get in touch. Have any element of our sales training content delivered for groups or individuals through online sessions or one-to-one coaching. Call +44 (0)1392 851500 or email jimm@salessense.co.uk for details or use the contact form here.
