B2B Core Selling Skills Programme

Who is this for?

This programme is designed for those relatively new to a sales role who want to get off to a flying start in terms of good practice. It will also suit mid-career sales professionals who would like to ‘sharpen the saw’.

Please note, this programme is only available to BHETA members.

What will you learn?

As a result of attending the training, participants can expect to enhance their effectiveness and confidence in modern B2B sales interactions. The programme is designed to build practical capabilities aligned with the typical sales roles held by BHETA members, enabling participants to engage customers more persuasively and position themselves as trusted advisors. Sessions will cover topics including:

• High-quality communication skills.
• Principles of influence and persuasion.
• Customer research and effective sales preparation.
• Dealing with customer concerns and objections.
• Managing multiple decision-makers and influencers.
• Using AI and social media in B2B selling.
• Building trust and long-term advisory relationships with customers.

Format

4-day highly interactive classroom-based training divided into 2 modules of 2 days, with an on-the-job learning assignment in between modules to increase retention of skills. Held at BHETA’s HQ in Birmingham

Day 1 (4th March)

• High quality communication in sales: the vital role of active listening and precision questions
• Principles & practice to develop our communication approach
• Sales meeting preparation: the key elements of preparation to ensure we secure follow-ups and progress opportunities

Day 2 (5th March)

• The principles of persuasion and influence: how can we ensure customers develop a positive perception of our products and services?
• How do we secure commitment from customers?
• Managing concerns and obstacles, including competitors and price challenges

Day 3 (21th April)

• Mapping how B2B decisions are made, and influencing appropriately
• How do we navigate and access key decision makers?
• Adapting our approach to different personas
• Power & politics: How do we become a trusted advisor / part of our customer’s team?

Day 4 (22nd April)

• The vital role of social media & AI in sales today: how do we make the most of Linked-in and other tools to aid our selling efforts?
• In what ways can we use AI to help? Basic steps and building AI agents to help us save time and have more impact
• What other technologies should we keep an eye on to stay on top of our game?

Costs

The programme fee is £2150 + VAT per person.

Cancellation Policy

Registration is subject to BHETA’s cancellation policy: 31 days’ notice is required prior to the date of the training course commencing, after which the full fee will apply. Should BHETA cancel the training event a full refund will be issued.

About Selling Interactions

Selling Interactions is an international research-led B2B sales excellence consulting and training organisation set up in 2010 with a very simple philosophy – search relentlessly for sales best practice and use the insights to help clients improve their sales organisations and ultimately their sales.

Selling Interactions’ training is grounded in extensive, evidence-based sales research, ensuring that your team will benefit from the most effective, up-to-date sales approaches. With a fantastic network of experienced consultants, Selling Interactions brings together professionals who have already achieved success in their careers and transitioned into consulting and training to help others excel. All of their consultants remain active in sales today, meaning they are practitioners who offer practical, real-world insights, not just theoretical knowledge.