Host: ScaleUp 360
Location: Online - Webinar
Date: Tuesday, 30th June 2020 at 10.30am - 1.00pm
Due to the current situation, this event will be streamed live to registered attendees. You can book using the login details emailed to you, but if you have any problems please contact email@example.com
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 the difference is between sales and marketing
Why you should create value throughout the 'loyalty ladder'
How to identify your buyers and the decision makers
Why we focus on features and benefits
How to draft a sales narrative and take prospects on a journey
Which insights from psychology can improve your sales.
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.Book Now
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