Training Courses (UK)


The art and science of selling

Tuesday, 19 November 2019 - BIRMINGHAM

US$1,283.62

non-member US$1,426.25
The art and science of selling
15 Places Left Booking ends: 11 Nov 2019

Explore how you are sold to and how to counter sales techniques

 

By the end of this course you will be able to:

  • Understanding the techniques being used by sales people and how to recognise these techniques when they are being deployed.
  • Use practical tools which can be implemented immediately to ensure that best value for money solutions are achieved for both commodity and complex commercial transactions.
  • Access supplementary learning material to aid further development of individual and collective competence in business acumen.

This is a two-day residential training course 
(Day two closes at lunchtime)

 

Please note: price above includes any early bird discount (if applied).
Contact ukskills@cips.org for specfic closing dates for early bird booking.

 

Accommodation
If you require accommodation for the night prior to this training course (not included in the course fee), please contact the CIPS Accommodation Service on 01780 484052 or email cips@trinityeventsolutions.co.uk

lllAttendees will leave the workshop with:

A clear understanding of the techniques being used by sales people and how to recognise these techniques when they are being deployed
Practical tools which can be implemented immediately to ensure that best value for money solutions are achieved for both commodity and complex commercial transactions

Supplementary learning material to aid further development of individual and collective competence in business acume

    Audience

    Is it right for me?

    The course will provide an insight into the highly-developed tools and techniques used by sales people to influence commercial decisions. It will explain how these techniques shape the thinking of those with spending responsibilities within and outside departmental commercial functions, such that the selling organisation achieves maximum advantage from the transaction and the buying organisation is deliberately constrained in its ability to procure the best value for money solution for the organisation. 

    This course is aimed at those with spending responsibilities and delivering services via third party private suppliers, be it within or outside a departmental commercial function.

    Programme

    What key points will the training cover?

    • Exploring the most common sales methodologies 
    • Insights into how suppliers operate in their markets 
    • Understanding ‘buyer’ types and how sales people use this to their advantage
    • How sales people negotiate with inventory and 'tradeables’ 
    • Exploring ‘buying signals’ and how to control them
    • Closing techniques and pricing methods used by sales people
    • When sales people do not want you to buy from them
    • Protecting yourself at contract & renewal time
    Course fee includes:
    Lunch
    Refreshments
    All course materials
    Course fee includes:
    • Lunch
    • Refreshments
    • Overnight accommodation (Day 1 only)
    • All course materials

    Speakers

    Tim Jenkins

    With over ten year’s experience of selling directly to companies including SAP, IBM, PWC, Deloitte, Serco, The BBC, Mastercard, Amazon, Google, and to central and local government, Tim has unparalleled insight into the psychology and practice of the commercial transaction.

    Venue

    Tuesday 19 Nov - BIRMINGHAM

    De Vere Colmore Gate
    5th & 7th Floor Colmore gate
    Colmore Row
    BIRMINGHAM
    West Midlands
    B3 2QD
    UNITED KINGDOM
    1. Choose Date

    Login now if you already have a CIPS account to pre-populate your details. CIPS Members also receive a US$142.63 discount on this event if logged in.

    Course:
    The art and science of selling
    Please choose venue:
    19 and 20 November 2019

    5th & 7th Floor Colmore gate, BIRMINGHAM

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