Now more than ever, entrepreneurs need to accelerate the process of selling their first product or service to generate quick sales. Sales capabilities are critical to a start-up's success, especially in highly competitive business-to-business markets. Strong sales and communication skills at the individual level help entrepreneurs align with their buyers and prospects. You'll be able to help them overcome their problems and create value for them and your start-up.



04 April 2019

4:00 PM - 6:00 PM

Strathfield Campus

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What to expect

Entrepreneur and entrepreneurship academic, Dr Hormoz Ahmadi, will share how a start-up’s management team can improve their personal selling skills (including face-to-face sales and negotiation) in order to create and grow a business more swiftly. The workshop will be interactive and allow plenty of opportunity for discussion.

Workshop topics include:

  • how to prepare for a face-to-face sales session with a buyer organisation
  • the possible structures of buyer organisations and who are the key decision makers & influencers
  • how to improve active listening as an important skill for sales minded entrepreneurs
  • how to demonstrate credibility with the prospect in a face-to-face sales session
  • identifying the need(s) of a prospect in a face-to-face sales session
  • best strategies for handling customer objections in business-to-business sales situations
  • how trial closes should be used.

Attendees will be awarded a digital Certificate of Attendance.

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