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Is your B2B sales team building the Value Proposition?

Is your B2B Sales team Building the value proposition ? 

Sales people that apply solutions selling starts researching prospects challenges that prevent them from reaching their goals.

Solution selling is a whole process of thinking on the behalf of prospects, asking and discovering their urgent needs.

Creating a relevant and credible value proposition will be meaningful only if it is consistently used towards prospects’ wish list.

It is crucial to apply the value proposition in every conversation that sales leaders have with prospects to close deals easily. The steps below should help with this process:

1- Find out why prospects buy from your company in the first place? What value do they seek?

2- Ask enough questions to identify their challenges and find out how important it is for them to find a solution.

3- Act like a consultant and put yourself in their shoes. Think what you should do to gain their trust

4- Make sure you have a conversation with all your prospective buyers and address their compelling reasons to buy.

5- Create the value proposition, making sure you quantify their loss or gain if they buy your product.

B2B team leaders need to master their value proposition.

Nowadays, building credibility will get you through the client’s door. However, team leaders can only build their credibility if prospects get to know them.

B2B teams need to build their network and get in touch with their base on regular basis. One way of doing that is feeding prospects with information and taking care of their business in the same way they work on of achieving their target.

Remember that prospects can access any solution/product online. Being agile and alert is the only way to keep learning prospects’ needs and market challenges.

How do you think sales organisation could support Sales leaders to make sure they are on top of their game and successfully competing in such a though environment?

By admin

Do you get lots of “maybe” or “I will think about it” after your first call with prospects?

Do you get lots of “maybe” or “I will think about it” after your first call with prospects?

So far, I have posted a lot of content which tells you about general mistakes in a sales call. Today we are going to talk about the situation when you do everything right but still get a “MAYBE” as an answer.

Most people subconsciously avoid decision making after the first conversation. Every sales guru knows and advises that one needs to adjust their conversation to guide the prospect to come to a decision. This can be tricky as salespeople can become very pushy. So the big question is: how do we guide the conversation while still making the prospect feel like they’re in control?

There is a very simple solution for this: set up an agenda before the meeting. It will align you and your prospect on a plan for the meeting and make sure you’re both on the same page and moving forward together toward one of three outcomes:

  1. Yes
  2. No
  3. Figuring out the next steps – Future meeting date & agenda

By following the above process, you are avoiding a limbo stage. The main advantage of this process is that you are saving valuable time on the lead follow-ups. This can feel awkward at first but if you practice it in your next meeting and make it your own, you will start seeing positive results that you’ll want to use again and again. If you have any specific questions or suggestions about the implementation of this process, we are here to help!

By admin

Fantastic Pharma Consultative Selling

A Fantastic Pharma Consultative Selling Training Day

Growth strategies are achieved by competitive edge and the Sales Team’s efforts.

Kettaneh pharma is investing in its most important resource, its Sales Force to address the market, with the latest Consultative Selling Techniques, in order to significantly increase its market Share.

Kettaneh Sales Team is, Energetic, Motivated , Forward thinking under the leadership of a committed and driven Manager.

                

By admin

Sales Training Course for Salespeople and Sales Managers

If you are searching for a Sales Training Course for Salespeople and Sales Managers

it means you looking to enhance your consultative selling skills. if you don’t have enough time to take a certification that will prove your credentials and increase your income, a sales training course might be the first baby step towards the same goal and help you master your performance. 

The Sales training courses are taken by:

  1.  Salespeople who want to become certified 
  2.  Salespeople who want to  follow some sales courses topics for sales improvement.
  3.  Sales supervisors who want to become sales managers
  4.  Companies who wish to run a sales training course in house and tailor sales courses to their needs.

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The outcome of the sum of multiple sales training courses or a full sales training programs could lead to a certification as:

  1.     “Certified Sales professional”
  2.     or “Certified Professional Sales Management”

Certified sales training course and a sales program consists of a full range of complementary topics with more than 18 sales training course

Key Course Benefits of a sales training course is to

  1.     Identify and acquire the selling skills required to meet those challenges
  2.     Adopt the leading-edge Consultative Selling methodology
  3.     Manage your personal qualities to influence your salespeople and personal success
  4.     Implement a five-step closed-loop system to effectively manage your time…
  5.     Manage sales people
  6.     Follow up performance

Without understanding why employers select you or like your sales performance,it is almost impossible for salespeople to move forward with their career. A good sales training course, which is clearly linked to improve your sales knowledge, will encourage your clients and employer value more your value and potential .

more info...

Is your B2B sales team building the Value Proposition?
Fantastic Pharma Consultative Selling