Host: ScaleUp 360
Date: Wednesday, 2nd December 2020 at 18:00 - 21:00
What will we cover?
We start the morning by looking at the difference between sales and marketing. How does it differ between B2B and B2C – and what do those terms mean? Has selling changed over the years?
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 learn how to identify your buyers and learn about the decision-making unit (or 'DMU'). This leads on to a discussion of the sales narrative and the importance of framing the conversation.
You only make a sale if you 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?
What will I learn?
Who should attend?
Any entrepreneur, manager, or sales person who understands the importance of sales to scaling up their business and who wishes to focus on a long term strategy, rather than 'quick wins' that have no real impact.
Your business is unique but the challenges you’ll face in business aren’t, we can help get you through them.
Our free and impartial support is delivered by experienced and expert business advisers, giving you the right advice at the right time for your business.
Contact us today to access a wealth of support, events, business growth programmes and expert advice.