Emotion and Empathy in B2B Selling

Event detail

Event Date

22 Feb - 22 Feb 2018

Time

13:30-16:30

Location

Room 1502, Bell Street, Dundee, DD1 1HG

Category

Dundee Business School

Contact No

07539922495
Register Now

Companies are finding it increasingly challenging to differentiate their offerings and establish their USPs. This is due to a variety of factors including technology, instant knowledge transfer and increased global competition, as a result it is now much more about how we sell rather than what we sell.

Customers are becoming ever more demanding and are seeking suppliers who can offer “customer delight”, insights, solutions and a close relationship.  Research shows that even in B2B sales, buyers base their decisions much more on emotion than logic.  At the sharp end of the customer journey, companies who can really engage with their existing and potential customers will reap big rewards.

Sandy McCurdy of Sales Coach Scot will present the knowledge, skills and processes required to achieve customer delight. It will cover the importance of understanding and tackling the emotions of the buyer and how to use empathic/people skills to achieve sales success.

In addition, we will have input from the final year Dundee Business School students on their Innovation for Global Growth workshop – see attached for further information.

Bio:

Sandy McCurdy - Head Coach at The Sales Coach has spent a career in sales and marketing.  His experience spans several major companies such as McCain Foods, Kleenex and Johnston Press.  As well as running his own businesses, Sandy has also worked as a Business Advisor with Business Gateway and Perth & Kinross Council, and been instrumental in introducing selling skills into the Scottish University sector.

Selling is Sandy's passion and he has a wealth of experience in setting up sales training programmes as well as running a variety of sales training workshops for a variety of organisations.  Sandy believes so strongly in the importance of effective selling skills that his ambitious vision is "to make effective selling skills the "must have" for every organisation in Scotland.

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Event details

Event Date

22 Feb - 22 Feb 2018

Time

13:30-16:30

Venue

Abertay University

Address

Room 1502, Bell Street, Dundee, DD1 1HG

Telephone

07539922495
Register Now