Selling B2B for SMEs

"We know our market like the back of our hands - there is just one area that we’re bad at: Using the telephone for prospecting" - Oh, this one is so simple to put right!

Telemarket Your Way To Success - banish the fear swiftly and forever and get fast success - Find out more

What is the Comfort Zone? - All businesses can be a little rocky from time to time, but the Comfort Zone is the knowledge that you WILL get to where you want to be AND that you will not have to do anything that makes you uncomfortable while you are getting there!

"It’s not just the use of the telephone - it's time and organisation - it's finding or attracting the right prospects and getting in front of the right people and getting the business" Comfort Zone Selling - communicate and sell effectively and ethically in an atmosphere of co-operative problem solving - Find out more

Hands up! - who wants to be an archetypal salesman? - Knowing who, what, why and when is important in the sales process. But having the know-how means that you won't turn anybody off and that you'll be happy as well

Our courses

Comfort Zone Gold
We demystify what many of our clients see as gobbledygook marketing-speak and make sure you have your company brand sorted out.

There are modules that specifically focus on the use of the telephone:

How it can be used to help you win, keep and grow customers - Even if you believe that nobody in your organisation will ever bring him/ herself to cold call anyone (until you bring in a dedicated salesperson) and you are prepared to accept this situation, the telephone modules are brilliant at showing you how to qualify and maximise the outcome of every incoming inquiry and follow up existing contacts.

Don't just wait for recommendations from your customers: Learn when and how to ask for them. And optimize the connections you make from your networking activities.

Plus there's another way that takes a completely different approach that the average small business wouldn't have thought of trying but is so doable, once you know how:

It's called Fact Find Your Way To Success and it's all about how desk and telephone research can help you grow your business without overtly selling

Other modules apply equally well to telephone and face-to-face sales situations.

Soft selling skills
No selling, no cold calling, no gimmicks, just sound advice and guidance, a commonsense approach and its practical application for your business development

There are many ways for those of you who hate the idea of selling to nevertheless attain substantial business growth. We've highlighted some here that are addressed in depth in our SoftSkills course to whet your appetite:

1. The first is simple (though not always easy to make the time for): Favourably differentiate your company and its offerings from those of your competitors - Many small businesses don't do this, wrongly believing it's only for the Big Boys - those with big budgets and sales and marketing teams

2. Once you've have the basic essentials right, you can work on the image your company portrays to the outside world

3. And make sure you're really looking after your customers once they've come on board - They are your raison d'être and an important route to more, profitable business - You'll see SIX ways to do it well, five of them are simple and can be put into effect with immediate positive results, the sixth takes more effort but the payback is worth it

4. Everyone loves recommendations and referrals - Learn how to actively elicit them rather than passively waiting for them to drop in your lap - Then learn how to act on them

5. Some people find networking really works for them yet others put in a lot of time and effort with little or nothing to show for their endeavours - Learn gentle networking techniques that produce tangible results

6. Use the information you glean from your existing customers to identify and attract new ones

7. Discover how fact finding can help you to identify the potential for you in a new (or previously failed) market

This course doesn't just tell you what to do, it shows you how to do it. You decide your objectives right at the outset and prioritise your learning to reach those objectives. And, when you submit your completed worksheets, you have access to feedback by email and telephone to help you.