Innovation for Growth (IFG) Programme

B2B Selling Techniques

15th September 2010, 8:30 - 12:00
Lancaster University Management School

The workshop will meet the specific needs of B2B environment and selling situations primarily in face-to-face meetings but also when on the phone.

The workshop programme will inform attendees of:

6 keys to successful selling
Questioning skills
A top tip to facilitate successful negotiations
How to prepare a client/prospect meeting
How to structure a sales call
How to close a sale

Who would benefit from the programme?

People with little selling experience
People nervous of making sales calls
Sales people wanting to achieve more
Non-sales people
Experienced sales people seeking professional development
MDs
Anyone in a customer facing role
People who manage sales people
Buyers needing to understand sales people

This event is specially developed to help attract eligible businesses who have not previously received business support from Lancaster University Management School.

Outcomes expected:

A capability to make successful sales appointments
An improved capability to make sales
Some knowledge of what makes a good sales person

The speaker:

Phil Pond has more than 30 years' sales and business development experience gained in large (Mars) and small (Goodacre Carpets of Kendal) companies. He has developed his extraordinary understanding of people and sales in more than 20 export countries from China to the UAE and the US whilst filling sales, sales management, Sales Director, procurement and MD/owner roles. Phil's current clients range from Carpetright, Marks and Spencer to local companies in Cumbria and many abroad.
He will, during this workshop, share with you inciteful and yet brutally honest facts about selling, the sales process and most importantly - interacting with humans!

Costs: the event is free of charge to eligible companies