Mastering the Five Toughest
B2B ‘Close the Sale’ Challenges
Six video lessons – 33 min total viewing time – packed with case studies and examples based on real b2b businesses.
Price £12.00 (includes tax)
One student access for one year
Almost every new, higher-value B2B sale passes through a series of customer evaluation and decision making steps. These steps present salespeople with five closing challenges covered in this course.
Show this 33 min course at your next team meeting
Here’s an idea. Show this short course at your next sales meeting, then break your team into smaller teams to script your own ‘Close the Sale’ conversation guides for the five challenges.
Is this course for you?
The course is for everyone involved in customer discussions, and at all staff levels. They include business-to-business Salespeople and Heads of Sales or Marketing, Account Managers, Sales Planners and Estimators, as well as CEOs and Directors who take part in prospective customer meetings.
The course background
The five closing challenges are taken from the B2B sales team experiences of over 450 UK and international companies Mike has taught in-company. The businesses include many Chamber of Commerce members, some leaders in their industry sectors.
Includes example closing conversation scripts
Each of the lessons in this course include conversation guidance to help you ask effective closing questions and manage the continuing conversations.
”Probably the most useful sales course I have attended over the past 10 years! Very enjoyable, very perceptive and very well executed.”
Dean Crane, Sales Director – Harris DAF (Trucks). Attended Mike’s half-day B2B Selling Skills course.
Six compact lessons – no fluff
The course is for those who want key knowledge without the padding or fluff. Just key point lessons that get straight to the heart of the sales techniques.
The course lesson
- Does Forceful Closing Work? – 3 minutes
- Closing Multiple Decision Makers – 8 minutes
- Closing Multiple Buying Stages – 6 minutes
- Soft, Desired Outcome Closing – 7 minutes
- Senior People Don’t Like Closers – 4 minutes
- The Power Of Assumptive Closing – 5 minutes
