Sales in a declining economy
Description
THIS WORKSHOP HAS BEEN POSTPONED TO A DATE IN THE FIRST HALF OF OCTOBER.
Selling and beating the competition is never easy. During periods of declining economic growth or even contraction, sellers often find it downright challenging. If you have to sell under such conditions, it is extremely important to have a good understanding of the stages of the customer's procurement process.
The main concerns of customers during the procurement process are mainly their needs, alternative solutions, costs and risks. The importance of these concerns changes during the buying process. When budgets are negatively affected by the declining economy, customers' risk perceptions become overstretched. The likelihood that the final buying decision is delayed or even not made ('no project') increases.
A common sales response is often a price reduction or other forms of significant concessions. Ironically, aggressive discounts at the end of the sales process can actually increase customers' perception of risk. This then sets in motion a downward spiral of successive postponements and additional discounts, to which the profit margin is eventually sacrificed entirely or worse.
To better meet the challenges of selling in lean times, top salespeople and organisations will continue to hone the various aspects of their own sales system and take maximum care in execution.
If you want to improve your own chances of success, you might consider some six strategies. During the workshop, these strategies will be discussed and suggestions made on how they can be quickly implemented in your organisation
17:00 - 18:00 Reception with bread meal
18:00 - 21:00 Workshop by Marc van Soest and discussion with the audience (interrupted by coffee break)
21:00 - 22:00 Networking drinks
Speaker(s)
Ir. Marc C.H. van Soest (1963) studied business administration at the TUE and has some 20 years of (managerial) experience in marketing and sales jobs at home and abroad. He worked as a trainer and coach at a renowned commercial training institute and gives guest lectures in the field of marketing and sales & account management at various academies of the AVANS Hogeschool.
For 6 years, he has had a successful consultancy practice in the field of sales improvement, working with boards of directors and commercial management of clients to get more results from sales efforts. He is also associated with KIVI NIRIA as a coach.
His motto: "Always keep looking creatively for opportunities and possibilities; If it can't be done the way it has to be done, then it has to be done the way it can be done."
Location
KIVI NIRIA building, Prinsessegracht 23,
2514 AP The Hague
Organiser
Commercial Engineer
Name and contact details for information
Ing. Marc Jonkman (marcjonkman@casema.nl) or ir. Marc Jonkman at the e-mail address below