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Sales training

B2B sales call - Selling to B2B key account clients

( If most of your profit is produced by small number of key customers )

If your business depends on HOW you sell to major accounts?

Trainers: Miodrag Kostic and Marko Burazor - 2 days

Get the answers on these questions:
  • What is “Selling to B2B major accounts” about?
  • What are the results of researching the sales process throughout the world?
  • What is the success of different approaches in various types of sales?
  • What is B2B sales methodology and how and why use it in the major sale?
  • How to prepare for the successful sales call with the key customer?
  • What are the sales questions and what is their role during the sales process?
  • What are the phases of the major sales cycle?
  • What are the essential steps the customer goes through during the sales process?
  • Why is ”investigating customer needs” the most important phase of selling?
  • What happens during the opening phase of the major sale?
  • How various opening techniques influence the sales call success in the major sale?
  • What are the recommendations for the opening of the major sale?
  • What are the needs and wants of your key customers?
  • What is the role and importance of uncovering customer needs?
  • Why is uncovering real needs of the customers the most important sales step?
  • How to identify and develop clients needs during a sale process?
  • What are the strategies for customer needs development?
  • How to prepare and ask questions to uncover B2B client needs?
  • When, where and how to use questions with customers?
  • How to prepare questions and how to plan the sales call?
  • How to prepare and ask reward questions to uncover customer benefits?
  • When, where and how to use reward questions with customers?
  • How to prepare reward questions and how to plan the sales call?
  • How to use features and benefits to demonstrate capacity to B2B clientr?
  • What is the role of the features and benefits in major sale?
  • What are the benefits that satisfy client needs and their influence?
  • What is the influence of features and benefits on decision making?
  • How to sell a new product, unknown to your key account customer?
  • How do you demonstrate your capacity to solve customer (needs) problems?
  • What is a closing phase of the sale and what influence it has on sales success?
  • How the way you close the sale influences customer satisfaction after the sale?
  • How to influence customer to become committed in his own words?
  • Why do you need to make sure that key customer concerns are answered?
  • Why is it so important to summarize benefits for your B2B customer?
  • How to plan successful sales call with a key customer?
  • What is it and how do you do you prepare the form to plan a sales call?
  • How do you practically use sales FORM to successfully execute the sales call?
  • How to use reporting as the most effective planning and implementation tool?
  • Why is good reporting crucial for successful sales cycle management?
  • How to define qualitative parameters for the reporting (emotional triggers)?
2 working days training

RESULTS = increased sales to B2B (key) accounts and loyal customer base

We perform our Selling to B2B major accounts sales training with two trainers present and active all the time, resulting in much better learning effectiveness and better price (per participant).

Trainer - Miodrag Kostic - Director of 'Business Knowledge' Inc.

International consultant, lived and worked in USA for 17 years. Experience: 3 years owner and director of "MK Export" Staten Island-NY, 7 years owner and manager of "TGallery" retail store chain in New York and Honolulu, 5 years owner and director of "Web Consulting Honolulu" consulting company, 10 years senior consultant, owner and director of "BusinessKnowledge" Belgrade, Serbia

Trainer - Marko Burazor - Director of 'BCAgency'

Please call us: +381 63 60 80 26 - Email:

Reservations and application: This Selling to B2B major accounts is performed in English language, according to pre-defined schedule, for groups of participants, per your individual request.

Download Power Point presentation of our education and consulting services (2.1 MB)

Our selling to B2B major accounts training courses are available in English language to organizations in:
United Kingdom Ireland Ireland Eesti Estonia Latvija Latvia Lietuva Lithuania Polska Poland Ceska Republika Czech Republic Slovensko Slovakia Deutschland Germany Danmark Denmark Nederland Netherlands Finland Finland Portugal Portugal Portugal Portugal Belgique Belgium Sverige Sweden España Spain España Spain Italia Italy Slovenija Slovenia Österreich Austria Magyarország Hungary Malta Malta Ellada Greece Former Yugoslav Republic of Macedonia Bälgarija Bulgaria România Romania Hrvatska Croatia Türkiye Turkey Kypros Cyprus France France France France Luxembourg Luxembourg Norge Norway Rossija Russia Ukraïna Ukraine Republica Moldova Moldova Island Iceland Azarbaycan Respublikasi Azerbaijan Hayastan Armenia Bosna i Hercegovina Bosnia and Herzegovina Crna Gora Montenegro Shqiperia Albania Srbija Serbia Belarus Georgia Schweiz Suisse Switzerland Città del Vaticano Vatican City State Monaco Monaco Andorra Andorra Liechtenstein Liechtenstein San Marino San Marino Argentina Bolivia Brazil Chile Colombia Ecuador French Guiana Guyana Paraguay Peru Suriname Uruguay Venezuela Australia New Zeland Canada Belize Bahamas Costa Rica El Salvador Guatemala Honduras Nicaragua Panama Afghanistan Armenia Azerbaijan Bahrain Bangladesh Bhutan Brunei Burma Cambodia China Beigin Shanghai Georgia Hong Kong India Indonesia Iran Iraq Israel Japan Jordan Kazakstan Korea North Korea South Kuwait Kyrgyzstan Laos Lebanon Malaysia Maldives Mongolia Myanmar Nepal Oman Pakistan Philippines Qatar Russia Saudi Arabia Singapore Sri Lanka Syria Taiwan Tajikistan Thailand Turkey Turkmenistan Dubai United Arab Emirates Uzbekistan Vietnam Yemen

NEW = Need better sales performance and effective change management? - KAIZEN

Please contact us at:, or call: +381 63 60 80 26