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Art and science of selling

Overview

Art and science of selling 

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

 

Attendees 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 acumen.

 

Please note: this is a two-day residential training course
(Day two closes at lunchtime)

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

Date: Monday 18 September 2017
Venue: Hotel La Tour
Fee: Members - £1260.00 per person
  Non-members - £1400.00 per person

Availability:

14 Places left - Booking ends on Sunday 10 September 2017

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

Speakers

Each workshop will be facilitated and led by Tim Jenkins, who, 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, has unparalleled insight into the psychology and practice of the commercial transaction.

Fee

Member: £1260 (excl. VAT)

Non-member: £1400 (excl. VAT)

 

Fee includes:

  • Lunch, refreshments and all course materials
  • Overnight accommodation (evening of Day 1)

Venue

18 and 19 September 2017
Hotel La Tour, Birmingham

 

If you require accommodation for the night before this event, or have any other queries regarding course details, please contact ukskills@cips.org or call +44 (0)1780 761476.

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