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DTSTART;TZID=Europe/London:20231018T093000
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CREATED:20231024
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PRIORITY:5
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TRANSP:OPAQUE
SUMMARY:Selling processes and sales skills for marketing and BD professionals
DESCRIPTION:Topics covered\n\nModule One – Sales processes\n• Integrating marketing, selling and relationship development through sales pipelines\n• Discussion: The role of marketers in professional services selling\n• Client journeys, decision-making processes and buyer behaviour\n• Stages of business relationship development (in key segments)\n• Compare sales methodologies (consultative, challenger etc)\nExercise: Mapping your sales process\n• Strategy, segmentation, targeting and prospecting\n• Manage and convert enquiries effectively\n• Links to pitching and tenders\nModule Two – Selling Skills (Preparation)\nExercise: Assessing selling skills\n• Core selling skills\n• Initiate contact\nExercise: Drafting initial contact communications and other techniques\n• Follow up\n• Prepare for meetings\n• Research, opportunity spotting and value proposition development\nExercise: Research and preparing a sales briefing pack\nModule Three – Selling Skills (In Action)\n• Empathy, rapport, trust and relationship development\n• Identify needs: Questioning skills and active listening\n• Commercial thinking: Identifying opportunities\n• Develop solutions, differentiation and value propositions\n• Psychology of selling and persuasion techniques\n• Tips on price negotiation, objection handling and closing\nSales management:\n• Social media in selling and relationship management\n• Information systems to support fee-earner sales activities\n• Selling and relationship management metrics\nExercise: Developing your sales management information and plan\n
URL:https://pmforum.co.uk/events/selling-processes-and-sales-skills-for-marketing-and-bd-professionals-2/
ORGANIZER;CN=PM Forum:MAILTO:
CATEGORIES:Half-day online workshop
LOCATION:Online
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