Teach yourself about negotiating access to power in organisations.
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 nine - negotiating access to those who can say yes.
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.
- Participating in a customer buying process.
- 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 Nine - Negotiating Access
Negotiate access to those who can say yes - overview. 9.1
Understanding buying roles. 9.2
Identifying the decision influencers. 9.3
Understanding situational influence. 9.4
Access via information gatherers. 9.6
Access via an introduction. 9.7
Get introduced via a pain survey. 9.71
How to start a purposeful conversation. 9.72
Access via anyone who will admit pain. 9.73
Access to decision-makers - section summary. 9.74
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 jimm@salessense.co.uk for details.
