Five Whys Selling with Charles Howden

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How to align your value proposition with your buyer's thought process to make selling easier and more successful

About this Event

Are you converting enough of your prospects into clients?

As entrepreneurs we usually think our solution is brilliant and we might wonder why we don’t make more sales.

We might think it’s because we don’t get enough leads coming in so we focus on lead generation.

But lead generation is only one side of the coin.

What happens once we have a conversation with a prospect? How are we getting their attention and creating engagement? Are we guiding them along the path that leads to them becoming a customer?

Sometimes when we have those prospect conversations we focus on explaining what we do but that’s not necessarily what prospects need to hear in order to make a decision.

Have you recently thought about your buyer’s own thought process?

Or maybe you have been on a receiving end of a pitch you felt was irrelevant. How many of your prospects feel the same way about you?

In this session Charles Howden of CPV Consulting will share with us a simple and powerful methodology (Five Whys Selling!) which you can use in your own businesses to sharpen up your value proposition, prospect conversations and even your lead generation efforts.

Five Whys: Five key buyer questions you need to answer in order to make a sale.

It will be an interactive session so you will get an opportunity to answer those questions for your own business and bounce it off fellow entrepreneurs for immediate feedback.

Let's kick this year off with a sharpened value proposition.

The speaker - Charles Howden:

Charles is a Managing Director and lead consultant of CPV Consulting. He has personally worked with directors and partners of over a hundred medium sized enterprises transforming their sales effectiveness and efficiency. Charles assists companies in various roles - as a specialist adviser on sales process, as a sales trainer, and as an executive coach. His expert topics are value selling and consultative selling.

Before establishing CPV Consulting Ltd in 2007, Charles had a decade of sales and account management experience as a principal equity partner in the financial services sector. During this time, Charles completed an executive MBA (with distinction) and conducted published primary research into value creation in professional services.

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