Mastering the Sales Process

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 and Aidan McGrath from 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 virtually over five consecutive weeks
• Access to in-depth resources for use during and after the programme, with exercises to help you apply learnings to your business
• Fully interactive sessions with group sizes of no more than 14 delegates
• The opportunity to practice your selling skills in a safe, group environment

Who is this course for?

Business Development and Sales personnel operating in B2B sales.

What will you learn?

Module 1 | Friday 3 September 2021, 9.00am – 11.00am
Core Principles of Consultative Selling
Why old-style selling doesn’t work – especially in B2B sales

Module 2 | Friday 10 September 2021, 9.00am – 11.00am
Lead Generation and Qualification
Getting the right leads and assessing the opportunity
Module 3 | Friday 17 September 2021, 9.00am – 11.00am
Developing a Compelling Proposition
Extending your value proposition and developing the business case

Module 4 | Friday 24 September 2021, 9.00am – 11.00am
Influencing the Sale
Influencing the decision criteria and getting commitment

Module 5 | Friday 1 October 2021, 9.00am – 11.00am
Understanding the Buyer
Buyer enablement, internal politics, and becoming a ‘Challenger’ and closing the sale

Cost

• NI Chamber members: £600 + VAT
• Non-members: £850 + VAT

Booking and more information

Email Catriona Henry (Catriona.Heny@northernirelandchamber.com)