Is your business prepared for the ‘new world’ sales environment? 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 unknown business backdrop.

Developed by NI Chamber and delivered online by Aidan McGrath at Acumensis, ‘Mastering the Sales Process’ is a set of 5 modules covering every stage in the sales process from developing an effective value proposition and lead generation to understanding your buyer and converting the sale.

‘Mastering the Sales Process’ will be delivered digitally through online presentations and pre reading.  Participants will also have access to a document and reports library and a reading list. The programme will be delivered in 5 short, sharp sessions (1.5 hours) weekly over a 5 week period to allow participants to understand the key concepts in a cost and time efficient manner.

Module 5, Understanding the Buyer, will cover:

The Sales Cycle vs the Buying Cycle

• understanding why and how organisations buy

Buyer enablement

• developing your sales tools to facilitate the buying process

Understanding different buyers

• objective and subjective motives

Pipeline management – the sales funnel

• The link between Prospecting, Qualification and Negotiation

Closing the sale, decision signals, getting commitment

This is one of 5 modules in the Mastering the Sales Process programme.  Participants can choose to complete the full course or select individual modules. Discover more about the rest of the modules here.

For more information on this training contact catherine.crilly@northernirelandchamber.com

Please read NI Chamber’s booking terms and conditions before registering your place.