Effective B2B Selling

In today’s competitive B2B (business to business) selling environment, decision making is more complex and identifying customers’ wants and needs are never easy.

This course offers sales professionals engaged in B2B sales a simple step by step framework that helps them understand their customers’ needs that leads them to close the sale, and more importantly maintain and grow sales from existing customers.

 
KEY BENEFITS TO PARTICIPANTS
Each participant will learn:
  • A step by step and comprehensive approach to selling to B2B customers through a  3 Step Sales Frameworks
  • How to profile and understand customers wants and needs
  • Easy to use forms that will guide them in the sales process
  • How to identify KPIs to monitor sales progress
  • How to close more sales  and grow sales from existing client base
 
KEY BENEFITS TO THE COMPANY
The Company will gain:
  • A more comprehensive and systematic approach to selling to  B2B customers
  • Companies will be able to standardize and streamline their sales operations through a series of KPIs that tracks progress and monitors efficiency of sales calls
Increase and sustain sales; sell to more customers, sell more to customers
 
WHO SHOULD ATTEND
 
Sales Professionals and Managers engaged in selling to other businesses; buying behavior is more complex with several decision makers and may require a more complex understanding of the customers’ wants and needs before offering a solution based approach
 
COURSE OUTLINE
  • Professional Selling Framework
  • Pre Call: Lead Generation
  • Step 1- Exploratory Calls
  • Step 2- Presentation and Closing
  • Step 3– Maintain and Upgrade
 
Sub Topics:
  • Pre Call
        Lead Generation Management: Overview on how to generate leads
  • Exploratory Calls
        Face to Face Communications/Probing Skills
  • Presentation and Closing Calls
        Persuasive Selling Format
        Basic Negotiating Skills
        Handling Objections
  • Account Maintenance and Development
         Modes of Upgrade
 
KNOW YOUR SENSEI

Ronnie Traballo is a graduate of Business Administration and Accountancy in UP Diliman and started his career in P&G working as a distributor specialist. He was then assigned as a Key Account Manager in Central Luzon.Later on he joined his family business and helped grow the company’s flagship brand “Bomanite”, a leading global brand of decorative concrete flooring that they licensed from the USA. His experience in P&G helped expand the family business by appointing and training distributor partners nationwide. Simultaneous with this responsibility, he also became a sales consultant and trainer to various multi-national companies in the country.Ronnie eventually got hired as a full time Regional Distributor Strategy manager of Chevron (Lubricants Division) covering 10 countries in Asia Pacific. He assumed a leadership role in the region helping transform and streamline the sales organization from a wholesale based operation into a streamlined distributor based channel. While taking the lead in the B2C channel, his experience and capabilities in the B2B business also grew as he also worked on the Commercial and industrial segment of the lubricant business.

After a few years, a bigger opportunity arose when the family business, Cypress Bomanite, was offered a regional scope from just handling the Philippines to becoming Bomanite’s exclusive manufacturing and marketing partner in South East Asia. Ronnie went back to the family business and armed with his B2B skills, he established the regional presence for Bomanite in Southeast Asia.