Training programs
Finding, making, and keeping new customers
A two day workshop that will help you to create new business with new customers.
Modules
1
Sales leadership
- What results do we want to achieve?
- Which efforts do we need to do?
- Which competences do we need?
- Exercise: Make your own REC
2
Define the market
- How does a customer buy?
- What are his needs?
- Who makes the decisions?
- Exercise
3
Define the sales approach
How to address the identified prospects
- Intrinsic value
- Extrinsic value
- Strategic value
- The consultative approach
- Apply this to our customer base
Exercise: Make your contact plan
4
Build your funnel
- What is the typical buying cycle?
- What is the typical selling cycle?
- Matching buying and selling cycle?
- Manage the process from lead to deal
5
Exercises
- Making an appointment
- The first meeting
- Company presentation
- First sale
- Feedback and action plan