NPOS B2B
Module 31
Module Thirty-One BUSINESS TO BUSINESS SELLING Overview Selling successfully to businesses requires several things-the seven C’s-that salespeople need to know to be effective in selling to businesses and business people. The purpose of this module is to identify and explain those seven C’s of successful selling to businesses and show you how to use them [...]
Module 32
Module Thirty-Two FOUR KEYS TO SELLING STRATEGICALLY Overview The most successful sales efforts are based on strategy. Strategic selling is maximizing your resources-using your resources to the very best advantage in order to sell the very most to the greatest number of customers at the least cost and at the highest possible profit. The purpose [...]
Module 33
Module Thirty-Three CONSULTATIVE SELLING TECHNIQUES Overview Top salespeople who sell to businesses find that the most successful approach is the consultative approach. Rather than serving businesses in the capacity of a “salesperson”, these top salespeople serve as consultants, helping their customers cut their costs, increase their revenues, and improve their profits. The purpose of this [...]
Module 34
Module Thirty-Four R 0 I SELLING SKILLS Overview ROI Selling or “Return on Investment” Selling is the most effective way for professional salespeople to sell to businesses. Although salespeople represent products or services, their job in reality is to sell profits. By doing so, they become partners in profit with each enterprise that deals with [...]
Module 35
Module Thirty-Five PATHWAYS TO PERSONAL PROGRESS Overview Top sales professionals are those who are following the pathways to personal progress. These pathways have a remarkable influence on both their professional and personal lives. The purpose of this module is to share with you those twelve pathways that will help you increase your levels of satisfaction [...]