“B2B Services” focuses on big-ticket business-to-business (B2B) sales situations, including understanding the customer’s needs, writing proposals, and making presentations to win over groups of decision makers.
This 5-Step Simulation™ is for people in or moving into a business-to-business (B2B) sales role. With modification or skillful facilitation, this can be used for any big-ticket commercial sales situation. In this simulation, the salesperson has to understand the customer’s needs, write a proposal, and make a presentation to win over a group of decision makers. This simulation may be done individually, if there are sufficient role-players, or in groups of two to four learners.
This simulation requires several role-players. It is best if there is at least one role-player for each sales team, and four for the ending presentation. Role-players have information that the learners do not have.
Skills/Competencies Applied: Qualifying a customer, consultative selling skills, writing proposals, making business-to-business (B2B) sales, making presentations, overcoming objections, closing the sale.
Time: 3 hours