462 Buyer courses

This workshop will help you create, develop and close business opportunities using a consultative approach and a value-based (not price-led) proposition. Value-based selling means working the way your customer wants to buy, not how you want to sell. It also means: In a transactional sale the customer knows the answer without help from a salesperson (or cannot see why they should choose you), or is prepared to stay with what they have. Customer decision criteria are price and convenience and customers resent time spent with (new) salespeople, mainly because the salesperson adds little or nothing to what the customer already has and just wastes time. In a consultative or value-based sale, by contrast, the customer doesn't know the answer already. The salesperson must take the role of an advisor, not just a 'product promoter'. Customers demand expertise, advice and customisation during the sales process. Often customers insist on multiple meetings with salespeople and others to develop advantages that you can bring and reduce the perceived risk of changing. In this way the salesperson often adds more value than the product or service alone. This very practical workshop will help you use proven strategies and tactics to build, manage and successfully close sustainable business opportunities using a consultative approach and a value-based (not price-led) proposition. This includes: Increased impact of your new sales conversations, presentations and proposals - leading to faster decisions and increased conversion Greater confidence, consistency and professionalism throughout the business development process Enhanced sales questioning skills and techniques, leading to better, faster and more accurate development of customer needs, problems, value and expectations Improve your people, communication, influence and persuasion skills when approaching, consulting or presenting your services and solutions How to build value at all points in the customer's buying process through your knowledge, skills and structured approach Proven ways to gain additional business and referrals from existing customers and contacts, through direct approach and lead generation Being better able differentiate your firm, your solutions, track-record and expertise clearly and accurately with tailored value statements for each stage and for each opportunity Overcome and avoid price-based objections, buying criteria and negotiation 1 Introduction and key principles of value-based selling Introduction and review of pre-course questionnaires - KPIs, personal learning objectives and key principles The main principles of value-based selling and how they benefit you and the customer How value-based selling differs from 'transactional' or 'price-based' selling The stages of the customer's buying cycle - how to identify and work through strategies for each stage The concept of structured and set-piece selling and proposing Presentation by participants: Personal sales improvement goals 2 Value-based selling strategies and skills What is value? How can one move away from a price-led agenda? How to survive and resist price pressure - six techniques A review of key competencies and skills needed for a value-based approach Strategies, case studies and examples with discussion and review Defining your initial value proposition and comparative advantage How best to established the right level of trust, rapport and credibility Planning and practice session: Strategy - mapping a value-based sales process. 3 Connecting skills Research before the meeting and the first few minutes - ways to gain instant rapport and setting the foundation for a successful outcome in a first sales call How to structure an effective first time sales call or meeting - the subtle differences that are important to master How best to differentiate your solutions and build credibility and enthusiasm early or at the start of the buying process Overcoming initial buying resistance and relaxing the prospect; gaining rapport, opening the meeting: PBC (purpose-benefit-check) and gaining agreement to proceed Planning and practice session: Connecting - first meeting with a new contact 4 Consulting - building, developing and influencing client needs Understanding the power of high-impact and third-level questions to influence people based around specific needs and solutions The importance of body language and other personal communication dynamics when asking questions; empathic listening, run-on questions, drawing out skills, summarising, etc Creating a 'disturb' approach to creating needs and opportunities and positioning your solutions Using proven advanced sales questioning techniques with greater skill: Outcome, SPIN and qualification questions 'Decision-making criteria' - tools to help you develop the relevant criteria with the customer and in doing so progress your sales opportunities more effectively Planning and practice session: Questioning skills 5 Convincing - presentation and persuading skills practice Substance and style - selecting the right tone and content to engage and enthuse your prospect Compelling benefits and reducing perceived risk - key messages to deliver Helping the customer choose your proposition - by being convincing, compelling and credible when you present Professional and effective presentation skills - with personal coaching and practice sessions The keys of influence and persuasion and the keys to convincing a new customer to choose you for the first time Planning and practice session: Role-play in presenting your solution 6 Commitment Knowing when and how to close for commitment to the next stage in your sales process, plus ways to ask for commitment professionally and effectively How to isolate, prioritise and answer objections and concerns more openly and accurately, using a consultative not a confrontational approach Deal more effectively and profitably with price objections and reduce buyer's remorse (which can lead to an 'I want to think about it' reaction and cause delay and inertia) Key negotiation skills around the closing process - getting to 'yes' Planning and practice session: Role-play in closing and negotiation skills 7 Assessed role-play - Final practice session Live role-plays There is an option for external participants to be brought in to the live training workshop to take-part in the final assessed role-play or assist with other sessions run during the course. Performance assessment - 'Dragon's Pitch' The final afternoon of the course is an assessed role-play using a prepared scenario and external 'CEO'. The assessment criteria will be agreed prior to the workshop. 8 Workshop summary and close Personal action plan and learning summary

Getting Started Enhance your career and earn the highest qualification available in business and management. The Doctor of Business Administration taught and awarded by the University of Central Lancashire is designed for senior managers and consultants who wish to learn and earn an advanced administration level while working full-time. DBA is a demanding research-based programme suitable for candidates pursuing higher-level business administration qualifications after an MBA. This programme provides a solid foundation in various aspects of business, including management, marketing, finance, and operations. Students can expect to gain practical insights into real-world business scenarios, enabling them to make informed decisions and solve complex problems effectively. You're learning journey will include: Lectures and guided reading. Active group work. Case studies. Videos. Reviews of current events and student presentations. You'll develop applied research skills as you evaluate industry-related problems critically. Throughout the programme, students receive support from experienced academics and industry professionals who provide guidance and feedback on their research projects. The programme is delivered through online webinars and independent study, allowing students to balance their studies with work and personal commitments. Doctor of Business Administration is awarded and delivered by the University of Central Lancashire. School of Business and Technology London partners with Chestnut Education Group to promote this Doctor of Business Administration programme.  About Awarding Body Founded in 1828, the University of Central Lancashire is a public university based in Preston, Lancashire, England. Today, UCLAN is one of the largest in the United Kingdom, with a student and staff community of nearly 38,000. At present, the University has academic partners in all regions of the globe, and it is on a world stage that the first-class quality of its education was first recognised. In 2010, UCLAN became the first UK modern Higher Education institution to appear in the QS World University Rankings. In 2018, the Centre for World University Rankings estimated Central Lancashire to be in the top 3.7 per cent of all global universities, highlighting the growth the University has made in offering students real-world learning experiences and reflecting the University's extensive pool of academic talent. Ranked in the top 7% of universities worldwide. Student Communities from more than 100 countries WES Recognised Qualifi is a UK Government (Ofqual.gov.uk) regulated awarding organisation and has developed a reputation for supporting relevant skills in a range of job roles and industries, including Leadership, Enterprise and Management, Hospitality and catering, Health and Social Care, Business Process Outsourcing and Public Services. Qualifi is also a signatory to BIS international commitments of quality. The following are the key facts about Qualifi. Regulated by Ofqual.gov.uk World Education Services (WES) Recognised Assessment Assignments and Project No examination Entry Requirements Applicants should normally have a Master's degree or equivalent and work in or have recently worked with in business administration. If English is not your first language, you will be expected to demonstrate a certificated level of proficiency of at least IELTS 6.5 (Academic level) or equivalent English Language qualification. Progression Upon completing the doctorate programme, learners will possess the necessary skills and knowledge to pursue various career opportunities in administration, management research, etc. One can choose from various positions upon successfully completing a DBA. Some of the most notable career paths are Professor and Postdoctoral Researcher, Market Research Analyst, Economic Analyst, etc. Learners must request before enrolment to interchange unit(s) other than the preselected units shown in the SBTL website because we need to make sure the availability of learning materials for the requested unit(s). SBTL will reject an application if the learning materials for the requested interchange unit(s) are unavailable. Learners are not allowed to make any request to interchange unit(s) once enrolment is complete. Structure Phase 1: Qualifi Level 8 Diploma in Strategic Management and Leadership Programme Structure The course is structured around eight mandatory units, encompassing various topics aligned with learning outcomes. Each unit holds a value of 20 credits. Learners can participate in lectures and workshops to familiarize themselves with the subject. Attaining a total of 160 credits by completing all units is a prerequisite for the issuance of the Diploma. Unit 800: Leadership Qualities and Practice Unit code: A/506/9126 This unit delves into the connections between leadership and management within strategic operations. It scrutinizes various leadership styles, their underlying principles, and associated concepts. The unit also investigates methods to assess and enhance team performance to achieve strategic business and operational goals. Additionally, it encompasses the interplay between strategic management and leadership, containing crucial leadership principles, theories, and their alignment with organizational strategy. Unit 701: Research Methods Unit code: Y/506/9134 The objective of this unit is to enhance the learner's knowledge and comprehension of academic practices and research methodologies. It employs a problem-based learning approach to cultivate practical proficiency in areas relevant to educational practice and research in business and management. Unit 801: Personal Leadership Development as a Strategic Manager Unit code: F/506/9127 This unit focuses on the strategic leadership skills essential for directors and senior managers to effectively guide international organizational strategic initiatives, collaborating with partners, buyers, suppliers, customers, and competitors. Unit 802: Strategy Development in Cross Border and Global Organisations Unit code: F/506/9130 This unit tackles formulating strategies for cross-border or global organizations, which encounter complexities stemming from political, religious, cultural, and social differences, as well as the management of organizations operating within specific country boundaries. Unit 803: Strategic Planning for Cross Border and Global Organisations Unit code: L/506/9132 This unit scrutinises the diverse influences and effects on cross-border or global organisations and how they contribute to the development of successful strategies and the mitigation of risks. Unit 804: Strategic Direction in Cross Border and Global Organisations Unit code: R/506/9133 This unit provides senior strategic managers with the opportunity to delve into the influences and effects of cross-border and global policy and strategy. It aims to facilitate enhancements in establishing direction, shaping the approach, and forecasting the success of cross-border or worldwide policy and procedure. Unit 805: Strategic Communication Unit code: L/506/9129 The unit aims to develop the ability to critically assess and appreciate the impact of media on international organisations. It considers stakeholders, political and pressure groups, as well as the part played by media owners. Unit 806: Culture and its Impact on Strategy Unit code: J/506/9128 This unit strives to foster a profound comprehension of the intricacies faced by internationally operating organizations and how this impacts the strategy development process. It employs well-reasoned and thoroughly researched perspectives to cultivate alternative viewpoints.   Phase 2 - Doctor of Business Administration Programme Structure Stage 1 - Taught component The Reflexive Practitioner Management, Rhetoric, Policy and Practice Research Methodologies and Design Qualitative Research Methods Quantitative Research Methods Accordion Title Stage 2 - Research component The Reflexive Practitioner     Delivery Methods The Doctor of Business Administration is awarded and delivered by the University of Central Lancashire. This doctorate from the University of Central Lancashire is offered as a block teaching and research programme. The DBA will run at the Preston Campus of the University. You'll have full access to the Library and information resources of the University throughout the DBA and may use all social, cultural and sports facilities of the University. Stage 1 - Taught component The DBA Taught Programme consists of six taught modules, each being completed through a four-day intensive workshop plus a period of private study both before and after the workshop. During Stage 1 you will develop critical and reflective skills at doctoral level, through the requirement to think conceptually, apply critical thinking, and reasoning skills and to challenge orthodoxy relating to the body of knowledge and research relating to Management and Organisation. Action learning is incorporated within the study sessions and is an important and distinctive feature of our DBA. You will work in sets or small development groups with fellow participants throughout the programme and also develop your skills as a critical and reflective learner. Stage 2 - Research component The DBA Research Programme - as part of the development process of your DBA project, you will have worked with the DBA staff to agree a suitable supervisory team, including a Director of Studies. This team will work with you throughout Stage 2 helping you to design and implement your own particular DBA project. This will normally take two years working on a part-time basis although you may choose to work at a pace that requires more time and you may therefore take up to five years. Resources and Support School of Business & Technology London is dedicated to offering excellent support on every step of your learning journey. School of Business & Technology London occupies a centralised tutor support desk portal. Our support team liaises with both tutors and learners to provide guidance, assessment feedback, and any other study support adequately and promptly. Once a learner raises a support request through the support desk portal (Be it for guidance, assessment feedback or any additional assistance), one of the support team members assign the relevant to request to an allocated tutor. As soon as the support receives a response from the allocated tutor, it will be made available to the learner in the portal. The support desk system is in place to assist the learners adequately and streamline all the support processes efficiently. Quality learning materials made by industry experts is a significant competitive edge of the School of Business & Technology London. Quality learning materials comprised of structured lecture notes, study guides, practical applications which includes real-world examples, and case studies that will enable you to apply your knowledge. Learning materials are provided in one of the three formats, such as PDF, PowerPoint, or Interactive Text Content on the learning portal. How does the Online Learning work at SBTL? We at SBTL follow a unique approach which differentiates us from other institutions. Indeed, we have taken distance education to a new phase where the support level is incredibly high.Now a days, convenience, flexibility and user-friendliness outweigh demands. Today, the transition from traditional classroom-based learning to online platforms is a significant result of these specifications. In this context, a crucial role played by online learning by leveraging the opportunities for convenience and easier access. It benefits the people who want to enhance their career, life and education in parallel streams. SBTL's simplified online learning facilitates an individual to progress towards the accomplishment of higher career growth without stress and dilemmas. How will you study online? With the School of Business & Technology London, you can study wherever you are. You finish your program with the utmost flexibility. You will be provided with comprehensive tutor support online through SBTL Support Desk portal. How will I get tutor support online? School of Business & Technology London occupies a centralised tutor support desk portal, through which our support team liaise with both tutors and learners to provide guidance, assessment feedback, and any other study support adequately and promptly. Once a learner raises a support request through the support desk portal (Be it for guidance, assessment feedback or any additional assistance), one of the support team members assign the relevant to request to an allocated tutor. As soon as the support receive a response from the allocated tutor, it will be made available to the learner in the portal. The support desk system is in place to assist the learners adequately and to streamline all the support process efficiently. Learners should expect to receive a response on queries like guidance and assistance within 1 - 2 working days. However, if the support request is for assessment feedback, learners will receive the reply with feedback as per the time frame outlined in the Assessment Feedback Policy.