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 organization
• the possible structures of buyer organizations 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 identifing the need(s) of a prospect in a face-to-face sales session
• best strategies for handling customer objections in business-tobusiness sales situations
• how trial closes should be used.

Attendees will be awarded a digital Certificate of Attendance.

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