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European Union


Sales: B2B

Venue: Nene Whitewater Centre

Address: Nene Whitewater Centre
Bedford Road

Date & Time: 18 October 2018 - 9.30am - 13.30pm

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We start the morning by looking at the difference between sales and marketing. What’s the difference between B2B and B2C (and what do those terms mean)? How has selling changed?

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.

This leads on to a discussion of types of sale and the important difference between ‘one step’ and ‘two-step’. We examine the importance of identifying your buyers and learn about the DMU.

You only make a sale if you are 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?

Who Should Attend

Owners, directors, and sales managers who understand that sales are about opening up a relationship, instead of closing a deal.

What You Will Learn

  • Why sales are about helping the customer
  • Different types of sale and how to handle them
  • Researching your customers and their needs
  • Psychology of buying – and overcoming obstacles

Please note that eligibility criteria applies to attend this workshop and only one delegate per business can attend

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European Union
Regional Growth Fund
Department for Business, Energy & Industrial Strategy