Subtotal: Member: £600, Non Member: £850
Booking Deadline has passed. Please get in touch with a member of our team if you need to purchase tickets.
This technical sales series has been created to help participants take a fresh look at the selling process in the context of a new and challenging business backdrop. It is aimed at professional salespeople in B2B sales.
NI Chamber of Commerce in partnership with Aidan McGrath, Acumensis have developed a sales training programme to help you operate effectively in the ‘new world’ sales environment. This training is delivered across five modules and covers every stage in the sales process from developing an effective value proposition and lead generation to understanding your buyer and converting the sale – everything you need to know about maximising the sales process in today’s ‘new world’.
How does this course work?
– Five interactive modules delivered on 9AM – 11AM across five consecutive weeks.
– Access to in depth resources for use during and after the programme with exercises to help you apply your learnings to your business.
– Fully interactive sessions group sizes of no more than 12 delegates.
– The opportunity to practice your selling skills in a safe group environment.
Programme delivered virtually on an online training programme.
What will you learn?
Module 1: Core principles of consultative selling
Why old-style selling doesn’t work – especially in B2B sales.
Module 2: Lead Generation and Qualification
Getting the right leads and assessing the opportunity.
Module 3: Developing a Compelling Proposition
Extending your value proposition and developing the business case using SPIN.
Module 4: Influencing the Sale
Influencing the decision criteria and getting commitment.
Module 5: Understanding the Buyer
Buyer enablement, internal politics, and becoming a ‘Challenger’.
Closing the sale.
Who is this course for?
Business Development and Sales personnel operating in B2B sales.
Member cost: £600
Non-Member cost: £850