Selling Skills: Business to Business

Level(s) of Study: Professional / Short course
Course Fee:
This course is available at no cost to eligible participants.
Start Date(s): 2 May 2024.
Duration: Thursday 2 May, 2-5pm
Study Mode(s): Short course
Campus:
Entry Requirements:
More information

Introduction:

This course is also available for company groups of 10 or more employees as part of our bespoke courses offer.

Please note: This course is delivered through the Enterprising Ashfield project, which is funded by the Government's Towns Fund. Nottingham Trent University (NTU) is pleased to offer free (fully funded) places on this course to support individuals and employees of businesses that are based in the towns of Kirkby-in-Ashfield and Sutton-in-Ashfield.

Does selling to other businesses make you feel excited or exasperated?

If you’re unsure where to start or feel you could improve your selling skills, this course will develop your approach to sales and ensure you have maximum impact when selling B2B (business to business).

On this course you’ll practice everything from negotiating and asking leading questions to handling objections and winning over that client.

It’s ideal for sales professionals involved in selling to other businesses and equally beneficial for small business owners who need to sell to thrive in their industry.

What you’ll study

What you'll study:

On this course you will learn the essentials of ‘partnering skills’ to develop a collaborative mindset and improve your sales.

From understanding the business value to generating new leads, you’ll be encouraged to implement what you’ve learnt between sessions and apply the techniques with real life customers, so you’ll see results quickly.

You’ll define and create objectives for your business’ sales growth whilst building your own sales tactics that feel comfortable to your style of selling.

During this course employees will:

identify sales ‘best practice’ that is relevant today
understand the best sales tactics to use
consider and profile businesses worth spending your time with
consider market changes as potential for new business
develop questioning skills to facilitate better discussions
learn how to provide insight and perspective to help customers think
understand the tools and techniques to sell virtually
consider how to handle objections elegantly
practice the principles of negotiation
develop a contact plan to strengthen relationships with your current customers
implement your sales skills to win over your audience.

What will they gain?

By the end of the course you will leave with an understanding of the key techniques in business to business sales.

You'll have conducted an analysis of your current sales and leave with a plan of actions to implement in your business.

You’ll also be able to demonstrate a confidence in how you can be more effective at selling collaboratively.

On successful completion of the course you will receive a certificate of attendance.

Tutor profile: Fred Copestake

Fred Copestake is the founder of Brindis, a sales training consultancy.

Over the last 22 years he has travelled round the world 14 times visiting 36 countries working with 10,000 salespeople.

Using this to understand the challenges salespeople face, he has taken what really makes a difference in modern selling and used these in his book 'Selling Through Partnering Skills’.

These ideas form the basis of his work with sales professionals involved in complex B2B sales to develop their approach and ensure it is up to date and has maximum impact.

Aware of the unprecedented speed of change in the world of selling he has also addressed how salespeople can adapt and evolve their approach to avoid becoming irrelevant in his second book ‘Hybrid Selling’ that quickly went to number one on Amazon after it’s launch.

He has a strong belief that people can get better through learning and sharing, and that with better collaboration we can all really make a difference.

With his unique style and pragmatic approach, Fred has delivered projects that range from implementing a European academy for a leading beer brand, developing sales skills in the Middle East for global healthcare companies, and introducing account development and sales leadership models in Latin America and Europe for IT and engineering multinationals.

Always focusing on the desired outcomes, Fred’s approach sees him work with his clients to discover new and more powerful ways of how they can do business, build mutually beneficial relationships with their customers and increase revenue.

Entry requirements

No previous experience is required. Employees must be over the age of 18 in order to attend this course.

To be eligible for a place, your business must be located in the Kirkby-in-Ashfield or Sutton-in-Ashfield Towns Fund area. To check if your home or work postcode is eligible visit the Enterprising Ashfield postcode checker page.

Getting in touch

If you need more help or information, get in touch through our enquiry form

Fees and funding

This course is available at no cost to eligible participants.

How to apply

Click to here apply

If you have any questions about this course, you can email EnterprisingAshfield@ntu.ac.uk or call us at +44 (0)115 848 2813.