Gigantic Gains in Your B2B Sales with Sales Training!

*Note: All Our Courses are HRDF / HRD Corp Claimable!

Ever wonder why there's a shiny coffee machine ☕ in your office pantry? Today, I'm sharing a big secret in the world of B2B Sales 🤐.

Some time ago, a giant client in the F&B sector approached me with concerns about their struggling B2B department. Their aim was to sell monthly meal packages to B2B clients as an added employee benefit, but they were facing challenges in closing deals.

Upon closer examination, the issue became clear. Let's see if you can spot the issue in their presentations:

"Your team will enjoy a diverse and nutritional variety of foods 🍎!"
"Your team can save money instead of dining out 💰!"
"Your team can skip cooking, and spend more time on family 👨‍👩‍👧‍👦!"

So, why does your company have a shiny coffee machine anyway? Well, in B2B sales, we start by focusing on how a coffee machine can benefit the 𝒄𝒐𝒎𝒑𝒂𝒏𝒚 (not just the employees):

- NIOSH's study shows coffee machines substantially boosts productivity 💪
- JMO's research indicates communal spaces foster collaboration, innovation, and performance 💡
- Staples' findings reveal coffee enhances employee satisfaction 😄, greatly reducing turnover costs

Does this mean we never talk about the benefits to employees? We do, but in B2B sales, the 𝐬𝐞𝐪𝐮𝐞𝐧𝐜𝐞 of our sales presentation matters:

1) Pain points of lookalike companies 🏦
2) Present case studies 📑
3) Highlight benefits to company (not to employees) 💹
4) Simple ROI calculation 🧮
5) Highlight benefits to employees 🙋‍♂️
6) Testimonials from other clients 👍

Now that we understand the differences between B2C and B2B sales, how would you have advised my F&B client to sell more monthly meal packages?

Interested in giving your sales team a boost? Then look to me and UpSkillingMinds Sdn Bhd. We've been equipping many sales teams the skills and confidence to reach their targets, and we're 100% sure we can do the same for you!

#hr #humanresources #talentdevelopment #training #sales #consultativeselling #selling #B2B #persuasion