giving people the skills to succeed  
search our website
Courses > Business Skills Courses > New Business Development - Generate Sales
 
   
 
New Business Development - Generate Sales
 
Target Audience:  

Sales, marketing and customer service professionals who need to understand the sales process and utilise a range of techniques to generate new business, develop customer relationships and penetrate customer accounts.

  
   
Objectives:  

At the end of the course participants will:

  
  • Understand the sales process, why people buy and recognise buying signals.
  • Be able to plan and prepare for outbound sales calls
  • Respond effectively to incoming calls and recognise sales opportunities
  • Be capable of using a range of techniques to develop more business from existing customers.
  • Understand how to overcome gatekeepers, and use various questioning techniques to obtain vital information
  • Be able to apply a structured approach to developing business, using up-selling and cross-selling techniques.
  
       
 
       
     
  Duration: 2 Days
  Cost: £450 + VAT
     
 
  Course Date Location
  18/02/2013 Bradford
  21/03/2013 Liverpool
  17/06/2013 Bradford
  26/09/2013 Liverpool
  21/10/2013 Bradford
     
         

Module One - Introduction

  • Key Components for Success

  • Developing a Customer Orientated Approach

  • Self-Concept—The Master Approach to Top Performance
 

Module Two - The Sales Process

  • The Sales Cycle & Using the Sales Funnel

  • The Multi Call Sales Process & the Importance of Each Stage

  • The Four Types of Sales Call

  • Planning for the Call
 

Module Three - The Buying Process
  • Knowing Why People Buy
  • The Decision Making Process
 

Module Four - Customer Relationships

  • Getting Accepted & Building Relationships

  • The Conditional Close to Confirm Commitment
 
   

Module Five -  Approach & Strategy

  • Using the Questioning Funnel

  • The 3 Types of Benefits that Deliver Solutions

  • The 4 ‘E’s  - Effective Sales Strategy

    • Establish - The Climate To Talk
    • Explore  - Questioning to Establish Needs
    • Embellish - Match Benefits to Needs
    • End - Secure Commitment

  • Seeking Agreement & the Trial Close

  • Pitching Your Solution
 

Module Six - Objection Handling 

  • Overcoming the 8 Types of Objection

  • Negotiating for Mutually Beneficial Results

  • The 10 Requirements to Gaining Commitment
 

Module Seven - Managing Accounts

  • Seeking Referrals & Confirming Next Steps

  • Techniques to Up-Sell or Cross-Sell a Customer

  • Following-up Potential New Business