People that work in a sales environment and are required to manage accounts and gain business directly with customers. This course has been used to particularly good effect by Sales Mangers that wish to introduce specific modules of training to their sales meetings.
Setting the Scene – Establishing the four ways a business can hope to grow and be successful.
Developing Opportunities – Demonstrating the danger of becoming too comfortable with our customers and allowing this to restrict the amount of business we develop.
Cross-selling – A simple trick, so often missed – Appreciating the opportunities we have to develop sales through our existing customer base.
The Magic Matrix – A tool for identifying gaps in our sales approach.
Referrals – Developing ideas on asking for referrals and overcoming issues and concerns that may arise
Developing Opportunities Exercise – Setting out a game plan to take advantage of identified opportunities and a commitment to action.
At the end of this sales training course, participants will be able to: