Business to Business Selling - The Secrets
Course Dates: 13th March & 3rd April
Member Rate: €400.00
Trainer: David Malone, Evolve Organisational Learning Consultants
Identifying new customers, driving demand, and building a solid sales pipeline is at the core of successful sales prospecting for anybody who sells business to business. The marketplace is growing more competitive by the day which means that the business customer has more choice than ever before. Sellers now have to work as hard for repeat purchases as they do for new business.
This business to business sales course will teach you the necessary consultative selling skills required to exceed your sales target this year and beyond.
This course will illustrate how to:
- Make appointments by phone, email, and 'LinkedIn'
- Structure a prospecting meeting for maximum effect
- Better understand and profile their sales prospects
- Structure the sales process for maximum revenue and shortest lead time
- Ask the best sales questions to qualify and position your solution
- Ask for a commitment smoothly and effectively
- Sell more profitably and efficiently
Following successful completion of this course, participants will have acquired:
- Techniques to target better prospects
- Understanding your metrics
- How to write a compelling e-mail
- How to connect with prospects using LinkedIn
- Where and how to network successfully
- How to get appointments by phone
- Preparing for the initial sales meeting
- How to structure a sales meeting
- Conditioning: Using the techniques of influence to increase conversion of sales
- Handling objections: using forward planning to handle objections seamlessly
- Closing: Gaining commitment or movement to the next stage
- Adapting your approach for different types of opportunities
- Developing a personal action plan
This course is ideal for business owners and sales professionals and is only €400.00 for Chamber members so BOOK NOW!!
Microsoft Visio
Course Date: 12th March
Member Rate: €110.00
This is an Introduction to Microsoft Visio course, a course with a high level of practical content, aimed at those who have not used Microsoft Visio before. It is designed for candidates with widely differing experience and skill levels.
A large part of the course is spent with a set of specially prepared exercises and projects so that those attending gain firm foundations through their own practical experience.
Following this course, participants will be able to:
- Use a Template to create a document
- Insert shapes to create a diagram
- Manipulate shape properties
- Set a background page to a diagram
- Find shapes
- Manage a custom stencil
- Set available formatting features to objects
- Position and align shapes on a page
- Use connections to connect shapes
- Control snap and glue options
- Add a layer to a drawing
- Set up the document for printing
This is an Introduction to Microsoft Visio course, a course with a high level of practical content, aimed at those who have not used Microsoft Visio before. It is designed for candidates with widely differing experience and skill levels.
No previous experience of Microsoft Visio is necessary, but candidates should have a good understanding of computer basics and be familiar with the Windows operating systems. BOOK NOW!!
Microsoft Project
Course Date: 13th March
Member Rate: €110.00
This course provides practical guidance on how to plan and schedule projects using Microsoft Project. On completion of the course, delegates will have acquired the skills needed to create a new project, enter task, resource and cost information; analyse and adjust schedules with date, dependency and resource constraints; and customise and print Gantt Chart views and reports.
At the end of this course, participants will be able to:
- Insert tasks and subtasks to a project
- Link tasks to create dependencies
- Create and use project calendars
- Create and assign resources to tasks
- Apply basic costs to tasks
- Use appropriate views to identify project information
- Apply filtering and sorting
- Finalise a project
This Introduction to Microsoft Project course is aimed at new, recent or intending users of Microsoft Project wishing to develop their project understanding and capabilities with this package. This course is ideal for anyone who wishes to learn the basics of using Microsoft Project. No previous usage of Microsoft Project is required, however basic Microsoft Window skills are needed. BOOK HERE!
See our full range of courses at www.corkchamber.ie/training
Bookings can be completed through the website and enquiries should be directed to Aoife@corkchamber.ie (Business School Executive)
Business School Calendar
March
April
