Sales: helping prospects become customers

Host: ScaleUp 360

Location: Online

Cost: FREE

Dates:

Tuesday, 5th October 2021 at 9:00am - 12:00pm

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 bene?ts. 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

Who should attend?

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

Further Details
This workshop is pre-recorded and streamed as live at the advertised time. The link will be sent once you have booked a place.  You can book using your ScaleUp 360 website login details, but if you have any problems please contact scaleup360@shu.ac.uk. 

ScaleUp 360 events are exclusively for those registered on the programme. To register for the programme complete our online form and we will be in touch as soon as possible. 

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