REALLY USEFUL KNOWLEDGE FOR THOSE ENGAGED IN ENTERPRISE

 

SELLING - THE ART OF DEVELOPING DIRECT BUSINESS FROM IP

Agenda and Synopsis
(Timings are approximate) - CLICK HERE FOR BOOKING FORM OR BOOK ONLINE

09:50 Welcome - Coffee - Introductions and Goals

10:00 Introduction - the need for sales - sales skills vs negotiation skills - what selling is not

10:45 Research and preparation - exploring the opportunity - desk work - resources - where to go for help - identifying the situation

11:30 Problems - sales calling - opening - process - gaining agreement - determining the difficulties - needs - timing - the use of presentations - demonstrations

12:30 Understanding - the context of the needs

14:15 The hidden elements - covert needs - uncovering issues

15:00 Case study

15:45 Discussion and close

Note: Delegates attending this workshop will need to have a basic understanding of the different types of intellectual property as well as the processes for protection.