News and Events

Sales: B2B Workshop

Sales: B2B Workshop

Wednesday, 04 October 2017

Venue: Aylesbury College

Address: Oxford Road, Aylesbury, Buckinghamshire, HP21 8PD

Date & Time: Wednesday 4th October 2017, 9:00am-1:00pm


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 Will you 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 applies to attend this workshop and only one delegate per business can attend.

 Click here to book.

©2020 Be Central Bedfordshire

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