Selling into Companies
48mIntermediate2018-05-09
Authors
Lisa Earle McLeod
Keynote Speaker, Author, Consultant
Elizabeth Lotardo
Vice President of Client Services at McLeod & More, Inc.
Course details
B2B sales require you to determine what your customers need and offer them smart solutions. And there's a lot that happens between those two things—from exploratory conversations and generating internal enthusiasm to tracking down your economic buyer. In this course, join sales consultants Lisa Earle McLeod and Elizabeth McLeod as they step through how to navigate a large B2B sale. Discover how to leverage compelling industry issues and connect the dots between your solution and your client's customers. Plus, learn about the kinds of questions to ask B2B buyers, how to establish your value, how to navigate bureaucracy, and more.
Learning objectives
Why selling into companies is different from selling to individuals
Identifying and understanding your economic buyer
Leveraging information to create urgency
Addressing the needs of users and buyers
Managing the first meeting
Dealing with purchasing
Sustaining your sale and expanding your reach after the first deal
Learning objectives
Why selling into companies is different from selling to individuals
Identifying and understanding your economic buyer
Leveraging information to create urgency
Addressing the needs of users and buyers
Managing the first meeting
Dealing with purchasing
Sustaining your sale and expanding your reach after the first deal
Skills covered
Sales SkillsSalesDeep Dive (X:Y)
Concepts
0. Introduction
- 01 - Welcome
1. Setting Up for Success
- 02 - Where does your solution fit
- 03 - The five categories of critical customer intelligence
- 04 - Distinguish between buyers and users
- 05 - Learn about and leverage the compelling industry issues
2. Tailoring Your Approach
- 06 - Choose the best entry point
- 07 - Identify and understand your buyer
- 08 - How to reach the unreachable buyer
- 09 - Master your sales process
- 10 - Show up prepared
3. Creating Urgency
- 11 - Create a compelling opening
- 12 - Manage the first meeting
- 13 - The best sales questions
- 14 - The worst sales questions
- 15 - Business objective vs. product need
4. Closing the Deal
- 16 - Establish your value
- 17 - Navigate bureaucracy
- 18 - Competitive positioning
- 19 - Manage price obstacles
- 20 - Make the handoff
Conclusion
- 21 - Next steps