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Sales: B2B

Date: November 16th, 09:30-13:30

Venue: MK Conferencing Centre

Address: Strudwick Drive, Oldbrook, Milton Keynes, MK6 2TG

Date & Time: Thursday 16th November 2017, 9:30am-13:30pm


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?

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.

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.

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.

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?

Who Should Attend

Owners, directors, and sales managers who understand that sales are about opening up a relationship, instead of closing a deal.

What You Will Learn

Why sales is about helping the customer

Different types of sale and how to handle them

Researching your customers and their needs

Psychology of buying – and overcoming obstacles

Please note that eligibility criteria is applied to attend this workshop and only one delegate per business can attend

Book here

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