Winning New Customers

Winning New Customers Content:

• Understand the selling process.
• Learn the drivers of sales success.
• Identify and manage contacts.

• Identify your target-audience.
• Establish direct communication with the DMC.
• Overcome blocks, screens, gatekeepers and voice mail.

• Establish credibility, product interest and customer confidence.
• Apply valuable human relations and leadership principles.
• Build strong foundations for a customer relationship.

• Discover the customer's motives for buying.
• Ask the right questions in the right order.
• Identify buying and warning signals.

• Design a solution that meets the customer's needs.
• Develop sales presentation skills.
• Present product knowledge persuasively

• Uncover hidden reservations.
• Clarify and overcome objections.
• Identify further vital information.

• Know when to negotiate and define our parameters.
• Understand the principles and practice of negotiating.
• Use a proven negotiation process.

• Know how and when to use a trial close.
• Know how and when to close the sale.
• Learn a variety of proven methods for closure.

Application

• Field Sales: skilfully structure productive sales meetings to close more sales.
• Telesales: achieve buy-in within seconds, identify the genuine needs and exceed them.
• Telemarketing: locate the DMC and set more appointments with speed and tenacity.
• Customer Service: retain more customers through negotiations and objection handling.

Methodology
The open programme provides each participant with time-phased learning for gradual skill development. This encompasses animated corporate training, experiential development, practical application of the tools in the working environment and one to one coaching. Accountability and monitoring are integral elements of the programme, which promote immediate results and measurable progress. The Winning New Customers modules also include unique and copyrighted human relations principles.
Since our specialist field is Neuro-Linguistic Programming for business, we incorporate a low level of NLP in this programme, allowing for unique accreditation by INLPTA. Whilst our NLP Business Certification programmes will extensively explore the science and theory of this discipline and how to apply it in the workplace, the Winning New Customers programme will occasionally discuss the art of NLP, employing a select amount of techniques and principles from the INLPTA NLP syllabus, when appropriate, in the delivery of each module.
Open Programme Composition

• four training days.
• pre-programme one to one coaching.
• post-programme one to one coaching.
• training manual.
• INLPTA accredited certificate in sales development.
• lunch & refreshments.
• car parking.

In House Customised Solutions
All of our corporate open programmes can also be delivered as fully customised solutions. We will invest time in designing training and coaching that bridges the gap between where you are now and where you want to be. The modules, timing and style of delivery can be shaped to offer you a personalised edge. Your corporate logo and business name can even feature in the course manuals.
Once designed, the solutions can be delivered as an in-house programme or offsite on our premises during the business day or outside of office hours. You also have the option to take full advantage of the modular structure by time-phasing each session to enhance the gradual skill development. Team development is achieved incidentally through the delivery of our customised solutions.