B2B Sales, the Essential Guide

'B2B Sales, the essential guide' focuses on professional sales methods, which can help both new and experienced sales professionals to improve their success rates in their interactions with prospects. The idea of the book is to cut off all the non-essential "padding" and only focus on the core principles, thereby creating a book which can be used as an active workbook during a longer period of a sales professionals career. This book will teach you the basic of communication to build mutual trust and respect relationship. In addition, it will build up all relevant primary and advanced sales techniques from how to structure a good sales conversation to analyzing your counterpart's personality types and thereby analyzing their motivational triggers. This will ensure a professional sales cycle in all aspects of your deals. I have experiences from 16 years of work with sales and marketing teams in international IT companies which have given me deep insight into the mentality of successful sales dialogs. Through the past ten years, I have used a large part of my working time on training sales professionals in different sales and communication aspects. I find it useful to manage expectation in all aspects of life, especially in business. One of the worst thing I know is going into a meeting without an agenda, not knowing what to expect, what will the content be, what is expected of me in the meeting and what is the expected outcome of the meeting. But most essential; why is the meeting important for me, why is it worth my time joining the meeting?Therefore, I strive, in all my books, to explain straightforwardly why you should spend your time reading it. What´s in it for you.The book will help you: -Create a bond between you and your prospect from the very beginning of each call. Ensuring your prospects feel comfortable opening up to you.-Create a clear structure in your call. This makes it easier for you and the prospect to remember what has been talked about and agreed. A good structure also makes your prospect feel comfortable and secure. You will be able to show you are a professional counterpart.-Uncover the essential information that can create a quick and productive sale. Learn what questions reveal the real buying motivations. Ask the right question to get the right answer. By avoiding assumptions, there will be no misunderstanding with the prospect.-Identify your prospects personality types, to structure your conversations and increase the chances of a successful outcome.-Identify which motivational factors move your prospect, adjust your conversation to the individual and increase your success rate.-Translate features to benefits, learn what kind of benefits work better for the individual prospects.-Navigate the complexity of a B2B negotiation, and ensure the best possible outcome of any negotiation situation.-Understand what closing technique to use, ensuring an efficient closure to your sales.-Create broad insights into many aspects of professional sales, based on examples from the IT world.