What would happen to your business if you found out how to develop your clients in a way that would make a significant difference to your business growth?
We all dream of them, and wonder how other companies seem to secure such business contacts. Is it more about who you know rather than what you know? Is it more about being in the right place at the right time? Is it just about luck?
This workshop is about identifying the key players in all such sales opportunities by keeping pace with more sophisticated buying patterns, and having a successful sales strategy for the client that you’re dealing with, even in the most complex sales negotiations.
Who should attend this session?
Business people and sales people who can demonstrate sales experience and have a willingness and determination to achieve consistently outstanding performance.
What outcomes can you expect from joining us?
· Understanding large organisations and their tactics
· Selling to multiple decision makers.
· The KAM model and strategy
· Psychology of organisational buyers - how to win them over
· Non-verbal communication.
· Strategies and tactics for peak performance.
· Compelling proposal writing
What will we cover?
· Understand the roles played by multiple decision makers in the buying process.
· Keep close to all the buying influencers, and identify what will sway the big decision makers
· Understand the KAM model and how it can be applied to their clients
· Managing each stage of the sale to pull it closer to you, and pull it further from your competition
· Managing the client’s buying criteria to keep their competition out
· Communicate at a higher level through effective use and understanding of verbal & non- verbal communication.
· Identify competitor tactics and consistently out-manoeuvre their competition
· Understand how to prepare a compelling proposal to set you ahead of the competition.
· Identify those prospects that offer the greatest potential so that you can manage your sales time and resources effectively
About the speaker:
Charles Barnascone is a highly experienced trainer, sales coach and business development consultant who has worked with a large number of diverse companies delivering solutions in an innovative way and providing business development support.
This presentation is delivered in partnership with Business Gateway Growth Hub and Infinite Possibilities Ltd and is part-funded by the European Regional Development Fund. Places are limited and priority will be given to trading SMEs based in Leicester and Leicestershire.
Please note: This event is fully funded and FREE for you to attend. In return, we ask for a few minutes of your time to complete an SME Enrolment form, if your business has not already done so. Only one form per business is required. Without a completed form we cannot guarantee your place on this or future Business Gateway events. Further details will be provided upon booking.