Business to Business Selling - The Secrets

Course Dates: 15^th October, 5^th & 19^th November

Member Rate: €600.00

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 €600.00 for Chamber members so BOOK NOW!!

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  (Training Services Administrator)

BUSINESS SCHOOL CALENDAR

October

Business to Business Selling – The Secrets 15^th October

MS Excel Intermediate          16^th October

Project Management Professional 16^th October

MS Visio Professional  21^st October

Certificate in Supervisory Management         23^rd October

MS Visio Professional 2010 24^th October

November

Personal Productivity using MS Outlook        1^st November

PMI Exam Preparation Course           5^th November

Certificate in Train the Trainer            6^th November

E-Mail & Business Writing 6^th November

MS Project 2010 11^th November

Increasing Sales by Telephone           12^th November

Project Management Professional 20^th November

Influencing & Negotiating Skills          20^th November

Present & Express with Confidence 28^th November