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Sales Training Tips:

B2B Sales Workshop Techniques

B2B sales refers to businesses selling to other businesses. The thing that many people do not realize is that these types of sales are much larger in volume than B2C or Business to Consumer Sales.

There is an increase in the use of covert hypnosis and NLP, Neurolinguistic Programming, in the area of B2C area of sales, but what about B2B sales?

The same techniques can be used in B2B sales because there's still a person to person interaction that occurs in order to make a sale.

Covert hypnosis is the process putting a person in a waking trance state without their realizing that it is occurring.

It is a powerful process because once in that state the salesperson can influence a person's buying decisions in B2B sales. NLP can be used along with this process by using certain words and phrases that can impact a person's thought processes and behaviors.

First you might begin by building a strong relationship with the buyer. This is called rapport, and it's accomplished by being just like them, without them realizing that you are mirroring or matching their postures, speech, and mood.

This is referred to as pacing. Pacing can be very powerful in B2B sales and works the best in sales that are face to face but can also be used in telephone sales.

Pacing begins by noticing a person's breathing pattern. Once you notice the pattern you will begin to change your breathing to match theirs. This is a powerful NLP technique that creates a bridge with the person you are speaking with.

In order to test whether or not you have successfully connected with the other person, try to increase or decrease your respiration and the other person will also change their breathing --- then you are in control.

The next step of pacing is physical pacing. First the salesperson will match the person's physical stance or posture. This should not seem too obvious. Once again once this has been matched, test it by changing your posture or change the placement of your hand.

If you are successful the other person will change their posture as well.  In B2B sales, being able to pace the other person can allow you direct their behavior and make the sale much easier.

The salesperson then matches the person's speech patterns. Then, you might try to talk in the same rhythm and pattern. Try then to match these and the pitch and volume as well.

Like the other forms of pacing the salesperson will try to change the volume and pace and determines whether they are successfully pacing the person.

If they are not successful then try to start matching again and try testing whether it is successful again. In B2B, sales pacing can help push the person towards a large sale.

Once the language and volume are paced, then the words that a person uses are matched. Certain key words and phrases such as "at the end of the day," or maybe "the bottom line," can be matched.

The salesperson will begin to use their own words in repetition and observe if the person begins to use it. It can be words like "sale," "quality", "quantity," "long term relationship."

The final type of pacing is emotional pacing. If the salesperson can use this type of pacing then they are ready to make the sale because they are now leading the other person. Emotional pacing is accomplished by noticing the emotional state of the person they are speaking too.

Are they excited? Are they quiet? Are they upset or nervous? Once the salesperson identifies the other person's emotional state they will begin to pace or reflect that state. They begin where the other person is.

Then they will begin to test the connection by slowly changing the emotional interaction.

Once all of the pacing has been accomplished the sales person is then ready to make the B2B sale. They will lead the buyer into an excited state and use words such as "sale" and "how many units" in order to direct the person.

The buyer will be in the state to easily be lead by the sales person. Pacing is a powerful tool that can be used quickly and easily in B2B sales to move a prospective client into being your newest client.

Source: Marc Savage link

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