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Sales: finding customers for the long term

Clock

02/12/2020 - 18:00 - 21:00

Location

Pre-Recorded - Streamed as Live

Pre-Recorded - Streamed as Live
This workshop is pre-recorded and streamed as live at the advertised time. You can book using your ScaleUp 360 website login details, but if you have any problems please contact scaleup360@shu.ac.uk. 

 

ScaleUp 360 events are exclusively for those registered on the programme. To register for the programme complete our online form and we will be in touch as soon as possible.

 

Delivered by Justin Jackson and Francesca Granelli  - Digital Remit

Justin and Francesca will be offering live Q&A sessions where you can ask questions about any of the workshops you have attended. Check the events page for details.

 
Sales

 

What will we cover?

 

We start the morning by looking at the difference between sales and marketing. How does it differ between B2B and B2C – and what do those terms mean? Has selling changed over the years?

A key takeaway is that it’s as important to create value during the sale and after the sale; it’s not just your product that does this for customers.

We then learn how to identify your buyers and learn about the decision-making unit (or 'DMU'). This leads on to a discussion of the sales narrative and the importance of framing the conversation.

You only make a sale if you offer value, but many still concentrate on features rather than benefits. We look at why this hundred year old principle still matters today – and bring it up to date. 

We end with a look at the psychology of buying and how to address obstacles. Should you discount and if so, when? Can this affect your brand?

What will I learn?
  • what the difference is between sales and marketing
  • why you should create value throughout the 'loyalty ladder'
  • how to identify your buyers and the decision makers
  • why we focus on features and benefits
  • how to draft a sales narrative and take prospects on a journey
  • which insights from psychology can improve your sales.

Who should attend?

Any entrepreneur, manager, or sales person who understands the importance  of sales to scaling up their business and who wishes to focus on a long term strategy, rather than 'quick wins' that have no real impact.
 

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