OasisLMS

Duration - 54 mins: Participants in this webinar will learn how to anticipate, manage and shape future client needs enabling them to better understand and manage the client’s perceived risk through the buying process and avoid problems during the adopt phase.

Salespeople and sales leaders/managers in industrial, retail or manufacturing related industries

The combined effects of Brexit and the global pandemic have significantly impaired global supply chains resulting in shortages across many areas of industry and commerce. This has profound implications for sellers (and buyers) as they try to navigate the challenging reality of selling in a market of constrained supply and economic shortage. This session will consider three effects of this current reality, the long-term risks to companies operating under such constraints and suggest ways that sellers can adapt their approach and remain successful.

How to anticipate, manage and shape future client needs Understanding and managing the client’s perceived sense of risk throughout the buying process Anticipating and avoiding problems during the adopt phase

CPD Points: Two (when attending live) or one (watching the recording)

Greg has held operational sales roles selling complex HR and talent related services into global corporate organisations since 1997. For the last 15 years he has focused on helping clients improve their sales effectiveness by providing sales training solutions to global companies such as Dassault Systemes, PA Consulting, Booking.com, Deloitte and Imperial Brands. He holds an MBA with Distinction from Manchester Business School graduating from the full-time programme in 2004.