Many salespeople have developed an approach to their conversations and meetings based on what they have heard colleagues say and what has seemed appropriate, rather than adopting a proven structure designed to maximise effectiveness.

This three day New Business course provides an opportunity for you to:

• think about and build on your own good practise
• introduce and adopt additional skills and behaviours
• gain increased confidence and competence in your conversations with prospects

The course is delivered as an initial 2 days, with a follow-up 1 day session six weeks later to allow you to embed and apply your learning.

Through this 3 day programme you will be able to glean best practices or lessons-learned from an experienced instructor, share experiences with peers, and participate in face-to-face role-plays.

The classroom is a great place to learn – you’re supposed to make mistakes and the only stupid question is the one you don’t ask!

Prerequisites

There are no specific prerequisites for this course.

Learning outcomes

• A clear structure to follow when making new business calls
• Greater confidence and capability during the initial stages of the call
• Greater confidence and capability in your questioning techniques and your ability to encourage greater information flow from your clients
• How to (and the importance of) align your products and services with previously identified needs and wants

What will the course cover?

• Relationship essentials
• Agreeing the sales process
• Planning a new business call
• Introduction to the call
• Developing rapport
• Delivering an ‘Interest Getting’ statement
• The ‘Time to Talk’ question
• The motivating question
• What you need to find out
• Handling early objections
• Questioning techniques
• Continuing the conversation techniques
• Summarising and conditional closing
• Presenting and aligning your solution
• All time top 5 questions