This session led by Dr Maria Coakley will:
• be interactive and designed to provide an energised and focused peer-to-peer problem-solving learning environment to allow participants to actively engage with B2B Consultative Selling concepts.
• be learner-centred and focus on participants learning by doing and developing practical skills and ideas to help refine their understanding of B2B consultative Selling.
• involve peer-to-peer class discussions and active participant engagement to maximise the experience of existing business, industry and entrepreneurial expertise in the room.
• include activity learning and role-plays to practice using the ideas, skills, and techniques.
Content Focus:
• The value of a repeatable sales process for your business
• Develop a B2B sales process step by step.
• Sales enablement tools for each stage of the journey
• What is consultative selling?
• Let’s practice consultative selling skills?
• Using technology to support the process