Online Selling Skills

Mastering B2B Online Sales

Overview:

B2B Sales are going through a revolution by taking full advantage of what digital technologies and AI have to offer. Companies are finding out new avenues and strategies for vaulting ahead of their competitors.

Increasingly, business buyers prefer shopping and ordering online. And the rise of ecommerce majors and innovative B2B ecommerce sites are forcing heretofore successful manufacturers, suppliers, and distributors to change. Though the success of many business-to-business companies was built through a strong sales team, ecommerce interestingly doesn’t eliminate or reduce the need for such sales people. On the contrary, ecommerce is believed to be a tool/medium that can increase in the market penetration and the ability of the salespeople to improve on their ability to compete.

*Course can be customized to various verticals

Course objectives:

By the end of this training course participants will be able to understand:

  • Components of the business-to-business (B2B) market
  • Identify the major characteristics of the business market and its demand
  • Snapshot of the product-process deck
  • Organizational buyer behavior and introduction to VAS
  • Methods to build customer loyalty
  • Differentiate between buyer remorse and buyer delight
  • Discuss strategic selling blocks as a sales strategy
  • Influence organizational buying behavior
  • Develop strategies for service recovery after you’ve failed to meet expectations
  • Devise a list of qualifying questions to counter objections

Outline of Program:

DAY 1

Module 1: Welcome and introduction
  • Course objectives
  • Introduction to B2B ecommerce markets
  • SOPs to be covered
  • Facilitator presentation and Work instructions
Module 2: Understanding the components of B2B market
  • Definitions
  • Characteristics
  • Comparing Business-to-Business Marketing and Consumer Marketing
  • Influencing organizational buying behavior
Module 3: Product Process deck
  • Knowing the products vs. competition
  • Process and Policies
  • Nature of the Business Markets
  • Introduction to VAS

Individual exercises based on the day’s learning

DAY 2

Module 4: Introduction to B2B Sales strategy
  • Quiz on Day 1 learning
  • Day 1 Summarization
  • Methods to build customer loyalty
  • Differentiate between buyer remorse and buyer delight
  • Discuss strategic selling blocks as a sales strategy
Module 5: Conducting B2B sales effectively
  • Develop strategies for service recovery after you’ve failed to meet expectations
  • Devise a list of qualifying questions to counter objections
  • Sample Sales pitch call recordings with introduction to basic scripts
Module 6: Applying the learning
  • Assessment based on mock calls and recording of such calls
  • Summing up
  • Course feedback