jfdi Commercial Workshops 2020: Consultative Selling: Creating Buyer Conversations
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jfdi Commercial Workshops 2020: Consultative Selling: Creating Buyer Conversations

13/02/2020
When: 13/02/2020
9am-1:30pm
Where: Sohost
8 Berwick Street,
W1F 0PH
United Kingdom


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MEMBERS ONLY



The key to agency growth is through sales and selling is a key part of what every agency does on behalf of its clients.

Every agency has to sell themselves – new projects, new products and services – to both new and existing clients to create a sustainable, growing business.

This skills session puts proven sales tools and techniques into an agency context with practical examples and exercises. The learnings will enable you to gain competitive advantage by improving your agency conversion rate in new conversations, new business meetings and pitches.

Featuring guest speaker Chris Matthews, growth expert – who will share his expertise in how to use Placemats as a strategic scoping tool during sales meetings.

Agenda

9am - 10:45
9.00am
  • Coffee, pastries and registration
9.15am
  • Introductions & objectives
9.30am
  • The 'S' word & agencies
  • The nature of selling: Transactional, Relationship, Consultative, Challenger
10.00am
  • Creating buying conversations: Spotting & creating opportunities. What are they buying? Who's buying?
10.30am
  • Developing compelling selling messages
11.00am
  • Break
11:15-1:30
11.15am
Guest speaker: Chris Matthews Introduction to placemats:
  • Writing/preparing placemats
  • 8 step meeting plan
  • Using placemats as a consultative tool
12.15pm
  • Working lunch
  • Developing the buyer conversation: Movement v continuations, Follow up, Keep in touch strategies
1.15pm
  • Q&A
1.30pm
  • Close

 

Price:

jfdi Commercial Workshops are available at an exclusive discount to IPM Members ONLY.

IPM Members receive an exclusive 15% off all places on this course. Unfortunately this arrangement is not available to Non-Members (If you're interested in IPM Membership please click here).

Price = £457 £388.45

Contact Us

The Institute of Promotional Marketing Ltd.
70 Margaret Street
London, W1W 8SS

A company limited by guarantee. Registered in England no. 975635

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