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PRODID:-//Microsoft Corporation//Outlook 11.0 MIMEDIR//EN
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DTSTART:20171116T093000Z
DTEND:20171116T133000Z
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We start the morning by looking at the difference between sales and marketing. What’s the difference between B2B and B2C (and what do those terms mean)? How has selling changed?=0D=0A=
A key takeaway is that it’s as important to create value during the sale and after the sale; it’s not just your product that does this for customers.=0D=0A=
This leads on to a discussion of types of sale and the important difference between ‘one step’ and ‘two step’. We examine the importance of identifying your buyers and learn about the DMU.=0D=0A=
You only make a sale if you are offer value, but many still concentrate on features rather than benefits. We look at why this hundred year old principle still matters today – and bring it up to date.=0D=0A=
We end with a look at the psychology of buying and how to address obstacles. Should you discount and if so, when? Can this affect your brand?=0D=0A=
Who Should Attend=0D=0A=
Owners, directors, and sales managers who understand that sales are about opening up a relationship, instead of closing a deal.=0D=0A=
What You Will Learn=0D=0A=
Why sales is about helping the customer=0D=0A=
Different types of sale and how to handle them=0D=0A=
Researching your customers and their needs=0D=0A=
Psychology of buying – and overcoming obstacles=0D=0A=
Please note that eligibility criteria is applied to attend this workshop and only one delegate per business can attend
SUMMARY;ENCODING=QUOTED-PRINTABLE:Sales: B2B  MK Conferencing Centre
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