Hawtrey Dene started offering supplier training in 2010. After surveying contacts in the buying world, we developed a clear set of criteria for what makes buyers tick (we were also buying directors and managers ourselves in past lives!). In a half day or full day workshop we show sellers: how to plan for meetings, how to effectively demonstrate your USPs, how to use the time and leave the buyer smiling and much more.
One SME who puts their end customer’s service first, realised he was not demonstrating the best customer service at the procurement or pitch stage. He told us “We engaged with Hawtrey Dene to take advantage of their ‘Supplier Training’ programme. We wanted to improve how we approach and successfully engage with the decision makers within prospective clients.
Being able to discuss and learn about the considerations of purchasing decision makers and meant that we were able to realign our marketing and sales material to ensure our approach met the needs of the buyers we meet.
We plan to put the remainder of our sales team through the ‘programme’ this year and we expect to continue winning new business armed with our new skill set.”
Alan Sames, Managing Director, Phase Office Supplies