Selling Skills: Business to Business
- Level(s) of Study: Professional / Short course
Available at no cost to eligible individuals (see criteria below).*
- Start Date(s): 15 February 2024.
- Duration: 15 February - 21 March 2024, Thursdays 2 - 5pm, six weeks
- Study Mode(s): Short course
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.
The standard fee would normally be £295.
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.
How you’re taught
In-person from the Summit Centre in Kirkby-in-Ashfield.
15 February - 21 March 2024, Thursdays 2 - 5pm, six weeks
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.
No previous experience is necessary. You must be over the age of 18 in order to attend this course.
To be eligible for a place, you must live or work in the towns of Kirkby-in-Ashfield or Sutton-in-Ashfield. To check if your home or work postcode is eligible visit the Enterprising Ashfield postcode checker page.