Winning New Business

Who Would Benefit

Anyone involved in sales wishing to improve their call to sale ratio or generate extra revenue from existing customers.

Course Description

This programme will develop structured sales skills and techniques required to be successful in a busy sales environment and focus on the creative skills needed to generate extra revenue from new and existing customers.

We will explore the sales process in depth, with a thorough examination of powerful and effective sales tools. Once the basic sales process has been refreshed and reinforced, we will address in depth skills that lie behind cold calling, canvassing for new business and selling big ticket accounts and multiple product packages enabling delegates to quickly achieve their sales objectives and to increase the average sale value they achieve.

CPD Points: 12
Training Course Category: Sales
Recommended No. of Days: 2
Training Course Location: To be determined by Client

Learning Outcomes

Demonstrate excellent questioning/listening skills
Display good communication skills
Explain key concepts for winning new business
Show how to handle objections
Understanding buyer types
Close the sale
The Programme Includes:
Essential skills of the sales person
Where to find new business – preparation & research
What do we know/believe about cold calling?
Attitude is everything!
Making appointments
Preparing for the meeting
Questioning techniques
Gatekeepers and how to get past them
Essential sales tools
– Probe / Match / Confirm

How to really listen
– The spoken word vs the unspoken meaning

Selling the benefits of your products
Territory management
Selling multiple product packages
Controlling the sale
– The balance of power
– Enthusiasm / Empathy
Dealing effectively with objections
Closing the sale confidently
Professional follow-up
Ensuring repeat business
How to maintain personal energy and build confidence



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  • 180 Days