Sales: helping prospects become customers

Host: ScaleUp 360

Location: Online

Cost: FREE


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 

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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John O'Donnell
Business Finance Manager
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