Selling business-to-business (B2B) is one of the
world’s oldest trades, and one that constantly
moves with, and adapts to, broader changes in
corporate practice, human interactions, and
psychology. As any salesperson will tell you,
selling is at the cutting edge of every company.
Without the eyes, ears, and intuition of a good
salesperson, the business itself founders.
Successful salespeople know their productsinside-out – whether these are paperclips,
aircraft engines, or consultancy services – and
can present them capably to their customers.
They also know how to sell both in person and
online, and in an increasingly global marketplace.
But a great salesperson does much more. They
understand their customers’ needs, and bring
a problem-solving mentality and real creativity
to their interactions.
Looking beyond the hard sell, Selling aims toopen your mind, and approach B2B selling in a
different way, introducing the skills that you must
demonstrate every day. It will teach you how to
combine a set of attitudes, behaviours, and skills
in a way that forges long-term relationships with
customers – relationships that add value to the
customer’s business and that yield not just one
agreed deal, but many. Let the journey begin!