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Selling New Business

Introduction:

New Business is the life-blood of the organisation. Hunting new business requires a dedicated, well-organised, energetic, confident self-starter able to operate alone and handle rejection. It is essential to train your sales force well and this course provides skills, techniques and a huge motivational boost.

Aim:

To provide the skills and knowledge necessary to seek and find new business. To introduce delegates to key ratios and increase their self confidence

Method:

Experiential Learning:

  • a combination of role plays, live case histories, reviews and feedback, sales process and Action Plans

Contents:

  • Prospects and suspects - Qualifying leads
  • Building a prospect bank
  • The Sales Sequence

                             -Mail shots
                             -Telephoning for appointments
                             -Fact finding
                             -Writing proposals
                             -Demonstrations
                             -Closing for an order
                             -Implementing an order
                             -Customer follow up

  • 3rd party references
  • Writing proposals: SPIN technique Situation, Problem, Implication, Need
  • Producing high energy to attract sales. Positive mental attitude
  • The Golden System: Contact: link: relationship: system: gain
  • Basic Neuro-Linguistic Programming (N.L.P.)

                            -Representational systems
                            -Empathy
                            -Building rapport
                            -Picturing
                            -Mirroring

  • Thinking like a customer

Outcomes:

By the end of the course delegates will

  • Be aware of their key ratios for success
  • Keep good customer records
  • Be familiar with all aspects of the sales cycle
  • Be self-motivated and have high self esteem
  • Manage their territory more efficiently
  • Write clear proposals geared to customer needs
  • Maintain high energy levels and high productivity
  • Win the trust and confidence of customers and be
  • teir first choice preferred supplier 

Target Audience:

Sales Force and all customer facing staff

Course Duration:

2 days

Investment: £225 per delegate day.

Booking:

Phone: 01286 660330
Fax: 01286 660921
E-mail: info @ teaminternational.co.uk

Enquire about the Selling New Business course 


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