Sales Mastery Program for Sales Champions

Business-to-business (B2B) traditionally been relying on fundamentals and best practices. But times are changing. More information is available at buyers' fingertips, empowering businesses with the same level of access to information. With the rapid digitalisation era and Fourth Industrial Revolution (IR 4.0), the B2B customer journey is happening everywhere, not just during traditional business hours. Many salespeople face challenges in prospecting and gaining loyal repeat customers to increase business success. The prevailing sentiment is that sales professionals must become agile from the ability to diagnose the selling scenario to emotionally empathising with the customers, the skills in demand right now. The seamless transition from one skill to another as they engage with various stakeholders, all with different learning outcomes, is known as the agility of salespeople, which gives them a competitive advantage.

Course Modules

• Pre-Course Assessment
• Course Overview
• Mindset of Selling
• Mastering the Vital Steps in Selling
• Managing Sales Environment
• The Way of the Mental Warrior in Sales
• Power Communication for Effective Negotiation
• We are the Super Sales Champions!
• A Personal Action Plan
• Recommended Reading List
• Post-Course Assessment

Learning Objectives

Upon completion of this programme, the participants will be able to:

• Develop a comprehensive understanding of the evolving B2B customer journey in the digital age, recognizing the impact of readily available information on buying decisions.
• Acquire strategies and techniques for effective prospecting in a digitally-driven environment, maximizing opportunities for business growth and expansion.
• Cultivate skills in building and maintaining loyal, repeat customer relationships through personalized and value-driven interactions, enhancing long-term business success.
• Enhance emotional intelligence and empathy to better connect with customers on a deeper level, fostering trust and rapport essential for successful sales outcomes.
• Master the art of agile selling, seamlessly transitioning between different selling scenarios and adapting strategies to meet the diverse needs of various stakeholders.