An Introduction to Selling

Just Enterprise is pleased to announce details of a new event in our 2013 programme of business development workshops which are aimed at assisting the growth of organisations within Scotland’s third sector:

An Introduction to Selling : Ness Horizons, Beechwood Business Park, Inverness : Wednesday 22^nd May – 10.00am to 4.00pm

Today’s economic climate is forcing Social Enterprises to become less grant dependent and more self-reliant. This free introductory workshop is ideal for those responsible for generating income on a day-to-day basis or those who must now adapt to the “new economy”.  The workshop will cover the fundamentals of selling, from preparation to questioning styles, objection handling, and how to develop a consultative approach to sales. Covering basic selling techniques and using practical examples, the course offers an introductory guide to those who are new to selling, may currently feel intimidated by the challenge, or wish to improve their performance.

Who should attend?

This event is targeted at those Enterprising Third Sector organisations that are developing new markets or are trying to sell products and services into existing markets. Whether in Retail, the Arts, or business start-up, we provide the foundations for successful conversion. Attendees may include:

a)            Staff or Volunteers:        Those charged with active or occasional selling at a local level and who may benefit from a more methodical understanding of the process of selling.

b)            Decision makers:              More senior staff required to take a more active approach to secure funding or sell Enterprise services.

Learning Outcomes

·         Understand customer needs and motivations for purchase

·         Defining the 7 step sales process

·         How to control the momentum and content of a conversation

·         Learn the art of active listening and when to recognise buying signals

·         How and when to present solutions

·         Overcome customer objections

·         Identify when to close the sale and utilise closing techniques

·         Build customer relationships through sales and marketing follow-up

·         Setting realistic goals after the sale

Visit the Just Enterprise website at www.justenterprise.org/learning

or call Just Enterprise direct on 0141 425 2939