Sales Essentials (New Business/Acquisition)

suitable for

Suitable for Managers & Business Owners

Sales Executives

benefits

Sales Executives - Win more new accounts

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

This workshop will provide attendees with the skills and knowledge to successful acquire new business accounts. This is an ideal course for those selling to consumers, small and medium businesses in a new business acquisition role. We recommend the New to Sales course for those in a customer service role or new to sales and for those selling to corporate clients the Major Account skills courses would be recommended.

key learnings

Learn what it takes to be a top sales person for acquiring new business
Pre call preparation to help build credibility and identify potential opportunities
Cold calling techniques to gain appointment or commitment to buy
Eradicate fears and gain confidence cold calling
How to get past the gatekeeper and access the decision maker
How to manage incoming leads & sell successfully
Understand how to sell over the phone & the structure to follow
Persuasion and influence techniques to build rapport
Understand the customer decision making process and how you can influence it
Advanced questionning and listening techniques to align your unique selling points to the customer's needs
Powerful and vital questions to ask to identify the opportunity, competition and close the deal easily
Managing your opportunities to forecast accurately through the 'success funnel' method
Learn how to manage your territory and opportunities effectively
How to handle general objections and price objections
Gaining commitment to the next stage to make the close process easier
Negotiation techniques and low cost trade offs
Closing the deal ethically and professionally to avoid buyers remorse
Put together a winning proposal or proposition in writing & verbally

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.

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