Reading: Henley Business School to host sales workshop – 'Winning at customer development’

SMEs are invited to take advantage of a practical one-day session on selling and how to win, retain and develop customers.  

The ‘Winning at customer development’ sales workshop, delivered by the Henley Business School and supported by the Business Growth Hub and Santander, takes place on Thursday, June 18 at the Henley Business School, Whiteknights campus, in Reading.

The workshop is designed to help participants raise their understanding of selling; provide techniques on how to sell; and explain the selling process from prospecting to pitching, through to overcoming objections and closing a sale.  It will also enable participants to prepare and deliver a powerful unique selling proposition (USP) for the SME’s product or service.

The workshop, which will include practical exercises, will be delivered by Jurek Sikorski, entrepreneur and business development lead; Stuart Morris, entrepreneur and lecturer in entrepreneurship; and Dr Max Belitski, lecturer in entrepreneurship at the Henley Business School.

The programme:

Part 1 – Know what customer development is about

Part 2 – Embrace customer orientation

Part 3 – Winning at customer development through effective e-competencies

Part 4 – Build a strong sales value proposition

Part 5 – Develop your essential selling skills and engage in the selling process

The workshop is a full-day event which combines lecture-style delivery and practical exercises to heighten learning and understand of selling and its critical role in winning and retaining customers.

The event is for customer-facing staff of SMEs who deal with customers from day to day, as well as senior members of the management team who have limited sales experience, account managers and customer development staff.

Says a spokesperson for the workshop: "The ability to sell is arguably the most important skill in business. For an SME selling is what makes the difference, as is having a sales strategy that defines how selling activities are to be organised.  Importantly selling skills can be learnt and are essential skills for SME customer-facing staff to have."

The workshop is for SMEs only and places are limited to one person per organisation.

For more information contact Jurek Sikorski at jurek.sikorski@henley.ac.uk or call 0118-3788188

To register click here.