Sales: helping prospects become customers

Organiser: SEMLEP Growth Hub & Digital Remit

Venue: Online, Zoom


Date & Time: 4 Oct 2021 - 10:00 am-12:00 pm

Contact Email: [email protected]

What will we cover?

The course starts by looking at the difference between sales and marketing. What’s the difference between Business-to-Business (B2B) and Business-to-Consumer (B2C)? 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.

We then examine the importance of identifying your buyers and learn about the Decision Making Unit (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 then look at the psychology of buying and how to address obstacles, leaving you with an easy to understand process to draft a compelling sales narrative.

What will I learn?

  • the difference between sales and marketing
  • the way in which sales have changed over the years
  • how you can create value for prospects – and why you should do so
  • what we mean by a ‘DMU’ and how to identify its key members
  • six easy steps to constructing a sales narrative
  • the importance of ‘smarketing’ to your business

You can join our trainers, Justin and Francesca, every Wednesday from 1600-1700 for a ‘radio phone-in’. They’ll be happy to answer your questions about business, as well as offer hints and tips from their experience working with hundreds of SMEs.

Phone in dates; 

  • 15th September
  • 22nd September
  • 29th September
  • 6th October
  • 13th October
  • 20th October

To join, please click here;

Who should attend?

Any entrepreneur, director, or manager who wants to approach sales in a sustainable way.

The course consists of pre-recorded material, which you can work through at your own pace, followed by a live two hour webinar to apply what you’ve learned to your own business.

This webinar will be held on Zoom. Information about joining the webinar will be sent through shortly after registration.

If you have any queries, please do not hesitate to contact [email protected]

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