Prospecting for Gold! How customers buy and where to focus your time

This short, practical session helps you step back from “selling” and think more carefully about how clients actually buy. Grow your local network in a relaxed atmosphere while learning from trusted experts on your doorstep. We're delighted to welcome Carole Stevenson from Award-winning Cybèle who will be hosting this valuable and informative workshop. Overview This short, practical session helps you step back from “selling” and think more carefully about how clients actually buy. It introduces the difference between the organisation’s sales cycle and the client’s buying process, before using the Gold Panning model to help you assess where your current customers, prospects or contacts sit in terms of opportunity, relationship strength and likelihood to progress. The session is designed to be practical, reflective and discussion-based, using your own client examples wherever possible with emphasis on applying learning to your own client base. Learning outcomes - By the end of the 90 minutes, you will be able to: 1. Understand the difference between the sales cycle and the customer’s buying process. 2. Recognise why consultative selling starts with customer needs, wants, priorities and buying techniques. 3. Identify where a customer or prospect may currently sit in the buying process. 4. Use the Gold Panning model to segment customers into Gold, Silver, Bronze & Water 5. Decide where to focus time, energy and follow-up activity for greatest commercial return. 6. Create one practical action for moving a current opportunity forward. Registration is from 8.30am with a coffee, tea and a chance to network with other attendees, with the workshop beginning at 9am. About Carole Stevenson - Founder/Co-owner/Trustee, Cybele: Carole, Founder and Co-owner of Cybèle since March 1999, has built the business on a clear belief that sustainable performance is driven by people who are confident, capable and empowered to grow. With a strong commercial background in sales and deep expertise in Learning & Development, she brings a future-focused perspective to every programme she leads. As Programme Director, Carole works backwards from each client’s ambition to design development journeys that shape not just skills, but the mindsets and behaviours required for long-term success. Working in close partnership with Cybele’s faculty, she ensures every experience is high quality, human-centred and impactful - enabling individuals to build on their natural strengths and perform at their very best. “The recipe to our success is the fundamental belief that talent should be nurtured in business. A workforce who is developed with honed skills and brimming with confidence will ensure the long-term success of any organisation”