This package includes several key selling skills that B2B salespeople often overlook but that can make all the difference between closing sales and spinning your wheels. You'll learn how to tap into the emotional power of stories to move a prospective buyer to action, and how to find the right balance between being "pushy" and being too low key to make an impact. You'll learn how to identify six key objections buyers have and the steps to take to overcome them, as well as how to have difficult conversations that maintain your customer relationship something goes wrong with your product or service. You'll learn what is different about selling to senior management so you can gain their respect and support. And finally, you will learn how to interact with procurement, a step often overlooked by salespeople who think the functional decision-makers within the company have the final say (they probably don't).