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
Target Audience:
Sales Force and all customer facing staff
Duration:
2 days
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
Investment:
£225 per delegate day.
Booking:
Phone: 01286 660330
Fax: 01286 660921
E-mail: info @ teaminternational.co.uk
Last Updated: 07/02/2007
