1. TACE 2014
Mary Z. Afuso, Del Mar College
Konley Kelley, Richland College, DCCCD
B2B
Sales
The Heart
of Contact
Training

2. TACE, 2008
The Sales Call: Behind the Door
Objectives of the Session
 Define B2B vs. Retail
 Identify Key Decision
Makers
 Explain 3 Stages of
Growth – and which
two are “ripe” for
selling
 Practice

3. TACE, 2008
The Sales Call: Behind the Door
What is the Difference?
:

4. TACE, 2008
The Sales Call: Behind the Door
B-2-B
 Customer knows problem, not
solution
 Customer Spending someone else’s
money
 Customer needs Consulting
 Most Contract Training

5. TACE, 2008
The Sales Call: Behind the Door
RETAIL
 Customer Knows problem AND
solution
 Customer MAY be spending their own
money
 Customer needs Service
 Most Open Enrollment

6. TACE, 2008
The Sales Call: Behind the Door
Decision Makers
 Have power to say yes
 Have power to direct others to follow
you
 May be at any level

7. TACE, 2008
The Sales Call: Behind the Door
Questions to Uncover DM
 Who else do we need to involve in this
process?
 What will their role be?
 Who else will be affected by this
solution?
 Can we get this on the schedule today?
 Do you prefer to work off a training
agreement or a PO?

8. TACE, 2008
The Sales Call: Behind the Door
3 Stages of Growth
Expanding Declining Even Keel

9. TACE, 2008
The Sales Call: Behind the Door
Where Sales Happen
Expanding Declining

10. TACE, 2008
The Sales Call: Behind the Door
Questions to Uncover Growth
 What’s the big thing in
your industry now?
 What needs to
happen to be ready?
 How are you
positioned vis-à-vis
your competitors?
 What keeps you up at
night?
 What are the
correlating workforce
challenges?
 What’s the big thing in
your company now?

11. TACE, 2008
The Sales Call: Behind the Door
Sales Role Play –
 Break into small groups of 3-4
 Decide who will be prospect, CT rep, recorder/timekeeper.
 Prospect and CT rep will each have a scenario card with company profile
and challenges (training needs)
 Prospect will have another card he cannot show group
 Ten minute sales meeting
 Five Number off / musical chairs
 minutes for recorder to provide feedback
 Groups switch cards and roles – go again
 Large group discussion
Did you sell something?
What was hard? What didn’t work?
What would you have done differently next time?

12. TACE, 2008
The Sales Call: Behind the Door
Recorder Observations
 Establish rapport with the client?
 Listen 80 percent of the time and
talk 20 percent of the time?
 Ask Decision Maker Questions?
 Ask Growth Questions?
 Ask Training Specific Questions?
 Establish credibility and
confidence with the client?
 Link the benefits of working with
the college to the company’s
needs?
 Recap understanding of training
need?
 Ask for a timeline?
 Ask about a training budget?
 Set an action plan for follow-up?
 Get a class scheduled?
Did the CT Rep…

13. TACE, 2008
The Sales Call: Behind the Door
Resources
 LinkedIn
 Salesforce.com
 Sellingpower.com