B2B Solution Sales Master Class

The Charlotte Area Chamber of Commerce and IF Associates are pleased to present this intensive and motivational training workshop specifically designed to show you how to find, win and keep more customers with a consultative selling approach.

Making the Solution Sale is an 8 part, intensive and motivational training course that teaches practical B2B sales skills and techniques to anyone whether you are tasked with selling face to face and/or on the telephone to corporations.


The program looks at skills and techniques throughout the whole sales cycle focusing on the need for a “consultative, solution selling” approach.  The course is run with much participant involvement through group work, case studies, role playing and discussion.  


The training will provide the less experienced sales people with an ideal platform from which to develop their skills while, at the same time, providing seasoned sales professionals with new ideas and fresh approaches.


Facilitated by Ian Farmer

of IF Associates


With over three decades of sales, marketing and training experience, Ian Farmer works with sales teams and small business owners on sales coaching, deal strategy, and consultancy - helping them find, win and keep new customers.

The course includes eight interactive virtual sessions on Mondays from 12:00 p.m. to 1:30 p.m. and Fridays from 8:00 a.m. to 9:30 a.m. via Zoom for four weeks starting April 19, 2021.

Space is limited.

Why You Need to Attend


Ian’s B2B sales techniques will give you a great structure to work from, as I made the transition to sales and business development from pure consultancy Ian’s training mentoring and coaching has been a big part of my success.


Gokhan Guley

Business Transformation Leader

Charlotte North Carolina


If you are looking to grow your B2B sales Ian’s training courses are a must  - his practical, down to earth, professional skills and techniques he teaches played a big part in our early B2B sales success.


Chance Perry

Founder and CEO

Chance Perry Insurance and Financial Services


The workshop will provide you with the skills to:


·       Develop a structured, proactive B2B approach to selling your products, consultancy, and professional services.

·       Manage your accounts or new business sales opportunities to uncover higher value opportunities and get maximum value and value added from every sales opportunity.

·       Close more orders, for higher values, and close them sooner rather than later.


Course Content


Introductions and objectives

  • Workshop admin and housekeeping
  • Objectives with expectation setting
  • Participants introduce themselves and state personal objectives


Planning your time & your territory

  • Review B2B sales cycle
  • Discussion on why activity planning is crucial for consistent short and long term sales results
  • Basics of time management
  • Principles and practices of planning your time and making the most of your “prime sales time”
  • The participants start to build a time and territory plan


Qualification & forecasting

  • What makes qualified opportunity
  • Simple but effective tool to assess if the prospect meets the qualification criteria
  • Who is involved in the decision
  • Develop a simple strategy to identify and get to the right people


Reaching the decision maker and making appointments

  • Getting past gatekeepers
  • Getting new business meetings
  • Opening up a different division of same company
  • Following up on proposals and setting appointments


Opening the sales conversation

  • Making the maximum impact in the minimal amount of time
  • Motivating prospects and customers to want to listen
  • Simple four step technique to open the sales conversation
  • Controlling the sale conversation
  • Introducing yourself as the new account manager in an existing account


Uncovering and developing needs

  • Effective questioning skills
  • How to ask the right questions at the right time
  • Avoiding making a sales pitch before you have enough information
  • Structuring questions to builds rapport
  • Uncovering real needs - simply fact finding
  • Using information to “build up seriousness of the need”, thus creating real impetus to act


Selling benefits, proving value and ROI

  • Making the right pitch to the right person
  • Developing questions to match what you have on offer to what is needed by the customer
  • Sell benefits and value
  • Delivering an ROI with value based propositions


Objection handling

  • Common objections that arise when selling your products and services
  • Counter arguments to objections
  • Avoiding objections with positive vocabulary and selling benefits techniques
  • A simple 7 step objection handling technique
  • Turning objections into opportunities into closing situations


Gaining commitment and closing the sale

  • Interpersonal communications skills and techniques to make asking for the order easier
  • The psychology behind why people don’t ask for the order
  • Developing assertiveness and different ways to close the sale
  • Using closing techniques can be used to up-sell and cross sell


Summary, review & personal action plan

  • Workshop key learning points review
  • Take aways and action plans
  • Your accountability network

Your Investment in Your training


Chamber Members: $1595  $595

Non-Members: $1595  $945*


*Includes one annual chamber membership!