Sales - New Business Development, Generate Sales

Course Overview

Sales - New Business Development, Generate Sales

Understand sales processes, approaches and strategies for generating new business and maximising sales opportunities. 

Course Content

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 and using the sales funnel
• The multi-call sales process and the importance of each stage
• The 4 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 and building relationships
• The conditional close to confirm commitment  

Module Five - Approach and Strategy 

• Using the questioning funnel
• The three types of benefits that deliver solutions
• The four '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 and the trial close 
• Pitching your solution  

Module Six - Objection Handling 

• Overcoming the eight types of objection
• Negotiating for mutually beneficial results
• The 10 requirements to gaining commitment  

Module Seven - Managing Accounts 

• Seeking referrals and confirming next steps
• Techniques to up-sell or cross-sell a customer
• Following-up potential new business