top of page
  • OPRC IMO Level 2
    OPRC IMO Level 2
    Multiple Dates
    Mon, Dec 09
    This is the second level of a comprehensive training program in the field of oil pollution preparedness and response, including the availability of expertise for the development and implementation of training programs.
  • Managing Sales Performance
    Managing Sales Performance
    Multiple Dates
    Mon, Dec 09
    Through the Managing Sales Performance course, we invite participants to be able to manage the overall sales team performance so that the team becomes more effective, solid, and synergistic in achieving sales targets.
  • Working at Heights
    Working at Heights
    Multiple Dates
    Mon, Dec 09
    The “Working at Heights” Training is designed to provide personnel with the ability to recognize the potential for serious injury when working at heights and determine safe methods available to minimize the risks involved.
  • Energy Isolation
    Energy Isolation
    Multiple Dates
    Mon, Dec 09
    The course will provide authorized workers with step-by-step procedures for isolating equipment using such techniques as lockout tagout, lockbox, blinding, misalignment, double block and bleed, and single valve isolation.
  • Petroleum Project Economics & Risk Analysis
    Petroleum Project Economics & Risk Analysis
    This course provides practical guidance in the application of the techniques of the economic analysis currently used in the oil & gas industry
  • Electronic Filing & Documentation Management
    Electronic Filing & Documentation Management
    If the concept of a filing document management system is used properly in an organization, it will help maximize the service process, both to internal customers and to external customers, to create a good image and enhance the competitiveness of the organization.
  • Rigging & Manual Lifting
    Rigging & Manual Lifting
    Multiple Dates
    Tue, Dec 10
    Most crane accidents can be prevented by field personnel following basic safe hoisting and rigging practices.
  • Mastering Training Needs Analysis & Training Evaluation
    Mastering Training Needs Analysis & Training Evaluation
    This two-day workshop couples new concepts and proven strategies with critical skill practice needed to prepare you for immediate on-the-job application.
  • Applied Project Management
    Applied Project Management
    Multiple Dates
    Tue, Dec 10
    In this course, participants will learn the fundamentals of project management: how to initiate, plan, organize, control, and execute a project that meets objectives and satisfies stakeholders.
  • Strengthening Business Acumen and Collaboration
    Strengthening Business Acumen and Collaboration
    In today’s increasingly complex business environment, leading organizations recognize superior strategy execution as a critical opportunity. However, the results of this study confirm that many companies are currently constrained by a business acumen gap.
  • Effective Managerial Skills for Middle Management
    Effective Managerial Skills for Middle Management
    This program offers an opportunity for team leaders and managers to acquire insights, explore leadership & people management concepts, and examine actionable strategies for building the kind of leaders who are capable of enabling their employees to deliver their optimum performances.
  • Mastering Strategic Planning
    Mastering Strategic Planning
    Multiple Dates
    Tue, Dec 10
  • Treasury and Risk Management
    Treasury and Risk Management
    Multiple Dates
    Wed, Dec 11
    This course provides the mandatory foundation knowledge required to understand and run business processes for treasury and risk management.
  • Introduction to Upstream Business Process & Practice in Oil & Gas Operations
    Introduction to Upstream Business Process & Practice in Oil & Gas Operations
    The workshop provides an overview of the upstream activities, particularly in Indonesia. The workshop provides non-technical support personnel with an overview of the exploration/production process.
  • Logistic Management
    Logistic Management
    Multiple Dates
    Wed, Dec 11
    This training will build your understanding of the complexities of logistics management and planning by introducing the processes used, including outsourcing, network design, and distribution center management.
  • Performance Management System
    Performance Management System
    Multiple Dates
    Wed, Dec 11
    This course offers participants an in-depth explanation of several systems, their components, and building blocks. The course also tackles an important consideration, namely the proper launch, follow-up, and training of managers and employees responsible for successfully implementing such systems.
  • Achieving Results: Smarter Goal Setting, Planning & Decision Making
    Achieving Results: Smarter Goal Setting, Planning & Decision Making
    This fast-paced training course will take you step-by-step through from the big-picture thinking and goal setting down to the daily details of planning and achieving results for yourself and your team.
  • Assertive Communication, Excellent Work Behaviour and Proactivity
    Assertive Communication, Excellent Work Behaviour and Proactivity
    The main objective of this training is to train managers and supervisors on the assertive and effective communication skills they need to build team cohesion and drive up staff effectiveness in the workplace. In addition, this training aims to strengthen excellent work behavior and proactivity.

Our Upcoming Trainings

Corporate (B2B) Selling Skills
Corporate (B2B) Selling Skills

Wed, Mar 06

|

Indonesia

Corporate (B2B) Selling Skills

B2B Selling training enables salespersons to learn skills of building rapport, branding themselves, discovering customer needs and aspirations, influencing customers, using social networks for B2B sales, and building solutions for customers.

Registration is closed
See other events

Time & Location

1 more dates

Mar 06, 2024, 8:00 AM – Mar 07, 2024, 5:00 PM

Indonesia

About The Training

OVERVIEW

Between the first meeting to build rapport and the time a salesperson returns to the office with a signed agreement, plenty of action takes place. You go out to uncover customer needs and match your solution to those needs. You miss out on a deep dive to discover the customers’ aspirations – the inactive and the unknown needs. You need to do that to maximize value for your customers and take the first step to creating customer loyalty. People buy from people they trust. Customer’s trust is the cornerstone of Relationship Management. Your conversations with your customers and your ability to deliver on your promise determines how much your customer will be willing to do business with you. That in turn depends on how well you influence your customer. B2B Selling training enables salespersons to learn skills of building rapport, branding themselves, discovering customer needs and aspirations, influencing customers, using social networks for B2B sales, building solutions for customers, presenting your solution, handling objections, negotiating deals, closing deals, sales pipeline management, key account management and relationship management.

OBJECTIVE

By the end of this training, participants will be able to:

  • Build rapport and lead masterful sales conversations from beginning to end
  • Use questioning techniques to uncover the full set of customer needs and desire
  • Empathize, and sell ideas, insights, and perspectives that influence buyer’s agenda and inspire buyer action
  • Understand buyers, buyer types, and the buying process
  • Close new business with success and high integrity
  • Overcome objections that get in the way of the sale and negotiate for a win-win business
  • Sell on value and reduce price pushback
  • Keep your sales pipeline growing by managing skillfully
  • Focus on key players in customer accounts to grow business
  • Manage relationships to build customer loyalty

TARGET PARTICIPANTS

This program is mainly pointed to:

  • B2B Sales Career
  • B2B Sales team
  • And salespeople who deal with their customers in a "Face-to-Face" situation and where they are selling a "considered purchase".

COURSE CONTENTS

1. Win More Customers

  • Your effectiveness and branding
  • Social – the new player in B2B sales
  • Planning sales calls
  • Developing sales conversations
  • Questioning techniques for deep insight
  • Identifying the buyer, influencer, decision-makers, saboteur, and champion

2. Win More Business

  • Empathy Mapping
  • Value Proposition Design
  • Developing your solution
  • Presenting your proposal
  • Handling objections
  • Negotiating to win business

3. Win More Relationship

  • Closing the deal
  • Sales pipeline management
  • Key account management
  • Relationship management

TEACHING AND LEARNING PROCESS

  • Interactive workshops.
  • Practical on-the-job application.
  • Reflections  Online resources and activities

Practice & Simulation of Corporate B2B Selling Skills

Post Test; Lesson Learned and Evaluation

Commitment and Action Plan

Share this Training

bottom of page