23/01/08

One day course on Wednesday January 23rd

delivered by Shan Preddy, whose one day training courses are very good. She has written the book on marketing for design consultancies and presents some of the Design Business Association professional development. For the designers network she gave training on pitching and presentations which was excellent as well as a presentation about marketing.

This will be a condensed Sales and Negotiation Training Course. See below for approximate content

If you are interested please  e-mail sally.brazier@designersnetwork.co.uk

Preddy & Co teaches facilitative sales skills: this is sometimes also called consultative selling, buyer-centric selling, or customer-focused selling, and it is the technique most suited to the design sector when selling either to prospects or to clients.

The content of the course will be based on 2 one day courses but will be condensed into one day for this course

However, it is likely to include:

Sales:

Marketing vs selling: the relationship, the difference

The buyer’s universal journey

Personal attributes for sales success

Sales framework and methodology: a 7-point plan

Features and benefits refresher

The use of advanced question techniques in selling

The Funnel Filter Model.

Negotiation:

Exploration of participants' existing skills and attitudes Negotiating situations and positions

Outcomes and objectives – the difference and the importance

Sources of power and control

Establishing negotiation parameters

Understanding how to achieve a win/win result

Using negotiating strategies and avoiding dirty tricks

Successful negotiating encounters – the meeting, your attitude. Exercises in pairs, in groups and one longer, extended role-playing exercise will be included; these will be based on the kind of negotiation most commonly encountered by the participants.

TIMINGS This course runs for a full day, 0930 – 1700, with short refreshment and breaks.