Why You Should Attend This Course:

B2B has a more complex scope, process and takes a longer sales cycle to manage effectively. Yet, high-performing B2B salespeople are well-equipped with sales capabilities for successful B2B selling. They are effective in offering personalized sales experience during customer interactions throughout the sales cycle.  With a great understanding of customer needs and pain points, effective B2B salespeople can deliver compelling sales pitches and value proposition that resonate with the customer’s expectations. In addition, with each closed sale, salespeople continue to nurture and grow their customers for deeper trusting relationships and winning more sale opportunities at a higher closing rate.

What Benefits YOU will Get:

• Plan and prepare for B2B selling to shorten the sales cycle and increase sales results
• Apply B2B selling strategies and techniques to address customer needs accurately
• Conduct effective sales pitching techniques to manage the flow of sales conversation for positive customer experience and purchase conviction.
• Enhance selling techniques for closing deals confidently and efficiently
• Navigate the B2B sales process that delivers a more positive and engaging selling experience to sustain customer interests and purchase conviction
• Develop and build client relationships to win more trust and sales opportunities

What YOU will Learn:

• Cultivate the power of a positive B2B sales mindset to drive better sales results
• Develop the key characteristics and quality of a professional B2B salesperson
• Apply consultative selling to identify and address the customer needs, pain points and challenges
• Understand the B2B sales process to optimize sales efficiency
• Adapt the B2B sales process to customers’ buying journey, purpose, and purchase behaviours 
• Start a sales opening that captivates customers and establishes credibility
• Articulate a clear value proposition that answers the customer’s specific problems, concerns, and expectations
• Manage effective sales pitching techniques for positive customer engagement and winning trust
• Use the right words and phrases to various customers to enhance the sales outcomes
• Apply active listening and questioning techniques for understanding customer needs and position engagement
• Manage voice projection and body language throughout the sales cycle
• Personalize communication styles that match the personalities of customers for better sales conversation, engagement and collaboration
• Overcome sales objections with closing techniquesto close deals confidently and efficiently
• Leverage sales technology, tools and sales strategies to monitor sales progress and set clear next steps of the sales cycle to nurture and grow customers

How YOU will Learn:

This workshop is practical, interactive and lively. It walks participants through highly interactive workplace business scenarios, in which they can internalize the learning and practice their knowledge, strategies, skills/techniques for takeaway.

Learning activities include:

• Interactive discussions and presentations,
• Skills-building exercises,
• Simulation/workplace case studies
• Role-playing exercises

Trainer’s Profile:

Cecilia Sim, Corporate Facilitator
Cecilia strongly believes that people can develop their potential at both the personal and professional level. She is highly enthusiastic and motivated in facilitating participants to uncover and develop their personal and professional potentials. Being a practitioner, she facilitates and engages participants by using simulated real-life cases and practical examples to enhance their learning and application. Cecilia includes gap analysis training methodology and walks participants through the self-discovery process to review workplace experiences, highlight necessary changes, and revitalizes the next few action steps for personal development and better results.

She has strong people skills and cross-border experiences in working with participants across different industries and cultures in the region. Cecilia has more than 25 years of extensive industry experiences from her various roles as trainer/facilitator, pre-sales consultant, assistant director, and General Managers across the MNC, SMEs, and Start-ups of various industries including IT, education, membership, and management consulting. Her responsibilities for director and general management role include portfolio repositioning, change management, performance management and sales results of her team and organization.

Cecilia is a bilingual facilitator and has broad experience in facilitating training for thousands of companies from different industries. Her key competencies include corporate training, course development, mentoring, and management consultancy services in the areas of sales, marketing, management, communication and customer services. The participants in which she has conducted for public and in-house company training include C-level, senior managements, executives and professionals at local, regional and international levels.

Her partial list of corporate clients in addition to public seminars include A* Star, American Express, Bhutan Royal Insurance, Cargo Community Network, CrimsonLogic, Premier Rent-A-Car, Far East Organization, Ferring Pharmaceutical, Fugro Satellite Positioning, GFK, Güntner Asia Pacific, MTU Asia, Novartis (Thailand), Nitto Denko, Kennametal, Rutledge, Spa Esprit Group, City Bank, Chubb Singapore, Step Oiltools, Weatherford (Brunei), Sumitomo Chemical Asia, Pico Electronics, National Instruments, NTUC, Singapore Tourism Board amongst others.

Cecilia holds a Master of Business Administration from the University of Adelaide (Australia), and a Bachelor of Business Administration from the Northeastern University, Boston, USA (Honor, major in Management Information System). She also holds the WSQ Advanced Certificate in Training and Assessment (ACTA), and WSQ Certified trainer for Service Professional (CSP) trainer, GEMS (going the extra miles). She is a certified KPI professional by KPI Institute.