Essential B2B Selling Skills & Techniques – 1 Day Training in Canberra
Overview
Bring your team and save:
1. Groups of three or more receive a 10% discount
2. Organizations hosting an in-house session with 10+ participants enjoy a 15% discount.
Duration: 1 Full Day (8 Hours)
Delivery Mode: Classroom (In-Person)
Language: English
Credits: 8 PDUs/Training Hours
Certification: Course Completion Certificate
Refreshments: Lunch, Snacks and beverages will be provided during the session
Course Overview:
B2B selling requires a deeper understanding of customer needs, organizational decision-making, and long-term value creation. This course introduces participants to proven B2B sales frameworks that strengthen credibility, communication, and solution alignment. The sessions emphasize building trust, identifying business pain points, mapping stakeholders, and positioning offerings with measurable value.
Through interactive discussions, simulations, and case-based exercises, participants develop the ability to manage complex sales cycles with confidence. By the end of the workshop, attendees will have a structured approach to lead high-quality sales conversations, influence buying committees, and close deals more effectively.
Learning Objectives:
By the end of this course, you will be able to:
- Understand how B2B sales differs from traditional selling
- Identify and engage multiple stakeholders effectively
- Build high-impact value propositions
- Use consultative selling to uncover real client needs
- Handle objections with confidence and strategy
- Strengthen pipeline and relationship management
- Close deals using structured and ethical methods
Who can Attend?
- B2B sales professionals
- Business development executives
- Account managers and client relationship teams
- Pre-sales and solution consultants
- Entrepreneurs selling to corporate clients
- New sales hires entering the B2B domain
Why Choose this Course?
This program equips sales professionals with practical, real-world B2B selling techniques designed to handle complex buying cycles, multi-stakeholder decisions, and value-driven conversations. Participants walk away with actionable methods that immediately strengthen prospecting, positioning, relationship-building, and deal-closing.
©2025 MG Aussie Events. This content is protected by copyright law. Copy or Reproduction without permission is prohibited.
Want to train your entire sales team together?
Organizations can request customized in-house sessions tailored to their industry, sales challenges, and client expectations. These sessions help align sales processes, strengthen team capability, and build a unified approach to B2B selling.
Contact us today to schedule a customized in-house, face-to-face session: eventbrite@mgaussie.com
Good to know
Highlights
- 8 hours
- ages 18+
- In person
- Paid parking
Refund Policy
Location
Regus - Canberra, Gateway Business Center
Canberra Airport Level 4, Plaza Offices East, 35 Terminal Avenue
Ph No: 61(0) 2 80155605 Canberra, ACT 2609 Australia
How do you want to get there?
Module 1: Foundations of B2B Sales
• Understand what differentiates B2B from B2C selling. • Recognize stages of the B2B sales cycle. • Identify the role of value, trust, and industry insight. • Icebreaker Activity
Module 2: Understanding Client Needs & Pain Points
• Use consultative questioning to uncover business challenges. • Evaluate client goals, budgets, and decision criteria. • Align offerings with measurable business value. • Activity
Module 3: Stakeholder & Decision-Maker Management
• Map influencers, gatekeepers, and final decision-makers. • Adapt communication strategies for each stakeholder type. • Handle internal dynamics within client organizations. • Role Play
Frequently asked questions
Organized by
MG Aussie
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