Sales work is a crucial discipline for companies seeking growth. However, modern sales are not about pushing a product through – they are about advice, trust and the ability to help the customer make the right decision.
This sales development day is for Bornholm-based businesses looking to kick-start or strengthen their B2B sales through concrete tools, new inspiration and a stronger mental approach to selling.
The day is based on the premise that sales is consulting. We work with the mental aspect of sales and build a secure and professional approach where you stand strong in dialogue with the customer and dare to be proactive. When you are mentally well-prepared, it becomes easier to make contact, build relationships and ultimately sell more – in a way that feels right for both you and the customer.
You get insight into how you work with proactive sales and appointment booking, and how you mentally prepare yourself to pick up the phone and get in touch with new potential customers. The focus is both on getting more meetings in your calendar and on raising the quality of the meetings you create.
We also work with a clear game plan for your client meetings, so you ensure structure, an overview and control – without it becoming rigid or pushy. A good plan gives both you and the client a secure and professional experience.
A key topic on the day is price and value proposition. There is a lot of psychology in presenting your price, and you will learn how to stand by your price, communicate your value clearly, and get what you are worth – without compromising the relationship.
In addition, you will be introduced to 18 different closing techniques, so you can finalise the sale in a way that suits both the situation and the customer type. You will learn to close deals naturally and professionally – without seeming pushy.
Finally we are working with the value-adding follow-up. When and how do you follow up so that it creates real value for the customer? And what do you do about the customers who do not return? You will be given concrete methods to reignite interest, maintain momentum and move the dialogue from a potential to a real agreement.
The day is for business owners and employees with sales responsibilities who want to increase their B2B sales. It will be practical and packed with concrete tools you can start using immediately – whether you are new to the sales role or have many years of experience.
Today's programme:
08.30 – 09.00
Arrival and breakfast
09.00 – 09.30
Welcome and introduction
– Sales as consultancy
– The mental approach to sales and confidence in the role
09.30 – 10.30
Win more new customers
– Outbound sales and appointment booking
– Mental preparation and courage to make contact
– How to create more and better meetings
10.30 – 10.45
Pause
10.45 – 11.45
Game plan for client meetings
– Structure, governance and professional dialogue
– How to ensure value for both you and the customer
11.45 – 12.30
Breakfast
12.30 – 13.30
Price and value
– Psychology in price presentation
– Assess your price and get what you're worth
13.30 – 14.15
Closing in practice
– 18 closing techniques
– Close deals naturally and contextually
14.15 – 14.30
Pause
14.30 – 15.30
The value-adding follow-up
– When and how do you follow up?
– How to rekindle interest and move the customer towards an agreement
15.30 – 16.00
Rounding up and main takeaways
– The next step in your sales work
Online follow-up: 20th March from 9.00 to 11.00
Here, all participants will have the opportunity to get feedback on their preliminary sales work, and if you haven't done anything that can be shared, there is also great learning in hearing the others' experiences and the feedback from Ann Louise.
Join Zoom
Meeting
https://us06web.zoom.us/j/86971468446?pwd=aQ2vNGeRQvPTWGJ8TJFY3k7umUvazd.1
B2B sales – Self-employed individuals as well as internal sales representatives who want to boost their sales.
N/A
– Partner and Coaches
– Has taught on the Iværksætterdanmark course ”Styr på salget” (Mastering Sales), where 44 workshop programmes and 156 workshops have been held with over 800 participants across the country, both physically and online.
– Mentor and tutor at Seedster 8.0 in 2024 and 2025. Jesper Buch's Bootcamp for 400
– Entrepreneurs in Spain
– Teaching entrepreneurs and sales staff at Copenhagen and Aarhus Academies of Professional Education in basic sales and sales psychology.
– 28 years of sales experience in retail, partner channels, municipalities, regions, and selling to C25 clients.
– Has trained and coached numerous salespeople in in-depth sales and product training over the last 23 years in several of the country's largest companies, as well as delivered numerous lectures on sales.
– Qualified NLP Master Business Coach.
– Certified in DISC and GIA intelligence tests.
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