Free B2B Sales Training Part Eleven - Buying Process Participation

Diagram illustrating the the different levels of engagement and buying process participation..

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.

Free B2B Sales Training Content

The complete course will address all the following B2B sales topics:

  1. Map a typical customer buying process.
  2. Define customer problems or situations that you fix or address.
  3. Find sales prospects who need what you sell, right now.
  4. Identify the right people in suspect organisations.
  5. Start a conversation through cold outreach.
  6. What to do if suspects don’t engage.
  7. Planning a discovery call or meeting.
  8. Persuasive communication.
  9. Negotiating access to those who can say yes.
  10. Prompting a customer buying process.
  11. Participating in a customer buying process.
  12. Preparing an effective proposal.
  13. Conducting buying negotiations.
  14. Closing the sale.
  15. Managing the customer relationship.

Have the course content delivered in part or in full, for individuals or for groups in sessions led by Clive Miller, the course author.

Online Group Training Session - £180 plus VAT. Add to Cart or book this training.

One-to-One Coaching Session - £95 plus VAT. Add to Cart or book one-to-onecoaching.

Follow the course by following our LinkedIn company page or by emailing

Part Eleven - Customer Buying Process Participation

Participating in a customer buying process - overview. 11.1

Identifying those involved in the customer buying process. 11.2

Put yourself on the evaluation team. 11.3

Sell your participation in the 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 trategic alliances to mutiply your resources. 11.67

Competitive strategy considerations. 11.68

Buying perspectives in the customer's buying team. 11.7

Recognising and dealing with a competitors champion. 11.71

How to change the buying perspective of a competitors 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 competitors champion. 11.713

What to do about a personality clash. 11.714

When the powerful people champion a competitor. 11.715

What to do about a competitors 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

Have all of this B2B sales training course or any element of it delivered for groups or individuals through online sales training sessions or one-to-one coaching. Call +44 (0)1392 851500 or email for details.