Sales Essentials (New Business/Acquisition)

suitable for

Suitable for Managers & Business Owners

Sales Executives

benefits

Sales Executives - Win more new accounts & increase sales in existing accounts

Managers & Business Owners - Identify skills & behaviours your team need to acquire new business and support them in meetings and coach them

This course will provide attendees with the skills and knowledge to successful acquire new business. This is an ideal course for anyone of any level who is in role which involves acquiring new business from new customers or developing and increasing revenues from existing clients. 

key learnings

• Learn what it takes to be a top sales person 
• Behaviours to demonstrate to build rapport with clients
• Research methods and sources to build credability with customers and find 'hooks' for what you offer
• How to create opportunities through external factor knowledge
• Learn how you can turn a potential customer problem into an opportunity for what you provide
• Understand the business and personal drivers of your decision makers
• Develop a winning 'pitch' to grab attention & increase your sales success with different decision makers
• Gain tips to generate business easily
• Calling tips and techniques to increase your success
• Learn methods to easily turn cold calling lists into warm leads
• Learn how to structure your call for 1 or 2 stage closure process
• Learn ways to maximise your calling increase your effectiveness
• Tips on how to keep yourself focused on your calling sessions
• Different ways to overcome objections and barriers when calling
• Overcome price objections and 'dutch auction' or price driven buyers
• Different ways to close the deal and when to close
• Negotiation techniques with low cost trade offs to increase profit
• Ways to get past the gatekeeper
• Questioning and Listening techniques to identify customer needs

Your course trainer will be Debbie Sweeney a CIPD qualified trainer and consistent top 10% National Sales performer for 15 years which included being No 1 at National, regional and sector level during her 13 years at Orange and Yellow Pages.

The cost of the course includes a complimentary refresher course which can be taken within 12 months of attending the course & 3 x 1 hour monthly tele conference coaching sessions with Debbie and the attendees from the course to provide valuable support post course to ensure maximum value and benefit is gained from the programme and greater sales success is achieved.

Call 0870 055 0777 for further information and details of any special offers.

This course is also available In House and can be tailored to your specific needs.

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