Professionally researching and preparing the initial contact with new customers.

Context

The customer today has become a partner in business, and expanding your market share and building new customer partnerships is the key to the success of any organization. Sales people need to have a sound understanding of the needs of their customers. Creating rapport and engaging with the customer enhances their chances of winning customer loyalty and creating new business potential.

Main Objectives

The program introduces techniques to effectively set up sales appointments and set realistic sales targets. Relationship building is essential to this process and sets the context for why this is so important, the Participants will learn how to professionally research, qualify, and prepare initial contact with prospective clients. They will explore how to build trust through engaging and connecting with a potential customer.

Program Experiences

• Understanding the key steps of Customer/Company Research
• Clarification of the difference between a suspect and prospect account
• Overview of how to professional qualify a prospective customer
• Process of contacting prospects The professional “Cold Call”
• Review of the key questioning Techniques
• Understanding customer Buying Motives
• Clarification of the importance of the influencers and decision makers
• The structure of the professional sales pitch
• Understanding the importance of lead management
• After Sales support and the first step to the next acquisition

Qualification

This seminar is created for participants making acquisitions of new costumers.

Duration

1 Day