Selling To Corporate

Overview:

Selling to corporate clients is far more complex than selling to individual consumers due to several factors, including multiple stakeholders (decision makers), a detailed decision-making process, high stakes, high client expectations, and fierce competition. Many forward-thinking companies embrace a non-manipulative selling philosophy, which is based on the understanding that true sales success goes beyond just closing deals. It’s about achieving a win-win outcome and building long-term relationships.

This program focuses on understanding the individual buying influences within an organization and tailoring solutions accordingly. The aim is to help participants secure more appointments and close more deals effectively.

After completing this program, participants will be able to:

  • Plan to Achieve Monthly & Yearly Targets: Develop clear sales plans and strategies to meet and exceed monthly and yearly sales targets.
  • Write an Ideal Customer Profile (ICP): Identify and document the characteristics of the ideal customer to target for more effective sales outreach.
  • Master the Art of Prospecting & Pipeline Management: Learn how to consistently prospect and manage your sales pipeline for sustained growth and success.
  • Identify Key Stakeholders, Buying Process & Criteria: Understand the different stakeholders involved in corporate purchasing decisions and learn how to navigate the buying process and criteria.
  • Qualify Prospects: Learn the techniques to effectively qualify prospects, ensuring your efforts are focused on the most promising opportunities.
  • Gather Critical Information: Use strategic techniques to gather the essential information needed to make informed decisions and move the sale forward.
  • Master Customer Engagement Techniques: Understand how to engage customers effectively at every stage of the sales process, keeping them interested and committed.
  • Distinguish Implied & Explicit Needs: Learn how to identify both implied (hidden) and explicit (stated) needs to provide tailored solutions.
  • Create Impactful Presentations: Master the art of making presentations that resonate with corporate clients and effectively communicate value.
  • Handle Objections: Learn advanced objection-handling techniques to address client concerns and maintain momentum in the sales process.
  • Gain Commitment from Customers: Discover techniques to secure commitment from clients and successfully close the deal.
  • Assess the Sales Call: Learn how to assess and evaluate the effectiveness of your sales calls to improve performance in future engagements.
  • Build Long-Term Relationships: Understand the importance of developing long-term relationships with corporate clients, moving beyond just closing a deal to cultivating lasting partnerships.

Program Impact:

This program is designed to equip participants with the necessary skills and strategies to succeed in selling to corporate clients, where complex decision-making and longer sales cycles are the norm. By mastering the art of corporate selling, your team will improve their ability to secure more appointments, close more deals, and build strong, lasting relationships with corporate clients.