Advanced Relationship-Driven Professional Selling

Pre-Call Preparation and Research

In this course, we will focus on taking a deep dive into the necessary elements and preparation that go into making the most of the limited time we get with buyers to ensure we are poised to demonstrate our credibility and fit with target firms. In a nutshell, the better your pre-meeting research, the better the outcome of the meeting. We will focus on building a pre-call packet that is data-informed and purposefully constructed to showcase your expertise in the industry and your expertise as a sales professional who knows how to creatively solve the everyday problems of your buyers.

Understanding, Building, and Driving Value

This course will spend a significant amount of time in refining your Needs Discovery approach and then, through a process of strategically mapping buyer needs, you will develop a presentation that demonstrates your understanding of the buyer’s concern and showcases how you can build value for the target firm. This module will also challenge you to sell with a partner, tackle tough deal negotiating, and learn about customer relationship management (CRM) systems to drive data-supported solutions and value. We will also spend time on B2B sales, margins, markups, and the basic math of sales in this module.

Relationship-Driven Account Development

Once you have effectively built commitment from your buyer, we will shift gears and talk about how to manage a book of business and continue to strengthen your buyer relationships through several account development strategies and tactics.