Conventional wisdom in the world of business development once suggested that “selling was selling” - and that techniques that were successful in smaller consumer sales worked equally well in more complex business-to-business transactions.
But research has shown that, on the contrary, widely used conventional methods fail miserably when applied in more complex transactions.
This course is for those involved significantly with large organisations, structures and projects where knowledge (and opinion) can offer real value to a client.
Benefits for the individual
This course aims to help recruiters become perceived by their customers as real consultants or problem solvers who are working in the customers’ best interest.
A positive side effect of the technique is that decision-makers will remember the seller in a more positive light and that a 'solution-focused' attitude is associated with the seller.
Benefits for the organisation
Greater success can be achieved in larger-scale deals
Revenue and contract longevity improvements can be achieved by succeeding in higher value deals.
Please Note: This course is run by Roundhouse Thinking. Visit the Roundhouse Thinking website for further information
Business Administration assessor Aimee Woore has found that taking the Level 4 Preparing to Deliver Apprenticeship Standards course at Derby College is helping her massively in her daily work.
Aimee, a sales and marketing co-ordinator for Kettering Borough Council, also delivers business admin training to staff across the borough via the ETF, the Education & Training Foundation.
And, since completing her course at Derby College's Academy of Professional Education, Training and Development, she has taken on an additional role – heading up a work experience programme for 16 to 18 year olds in Kettering – and has found her new qualification invaluable.
Aimee, who found the course online via the ETF, opted to take it at Derby College, rather than at another centre in London, and is pleased with her decision.
She also welcomed the opportunity to be in a roomful of people in similar roles to her own but from a variety of different sectors and providers.
Taking the Derby College course has helped me massively in my job. The course was well structured, the facilities and materials were good and our tutors were excellent. The biggest thing I learned while on the course was teaching strategies, including hints and tips on the different options available. It was interesting to see our tutors demonstrate these options in their own teaching.
The techniques and strategies we were taught have been very helpful, both in my work and on a personal level. I thoroughly enjoyed the course and would like to use the credits to continue studying.