Overview

A high-impact day on how to create new business opportunities, from both existing and new clients, using a variety of proven techniques, including up-selling, cross-selling, ‘warm calling’ and referrals.

Training objectives

As a result of this course, participants will be able to:

• Use a variety of different methods for creating and generating new business opportunities in the short, medium and long term
• Source new business from existing clients through effective up- and cross-selling
• Use ‘warm calling’ and referrals to help generate business from new clients
• Make the most of the ‘business planning toolkit’

The programme will have an immediate impact on participants’ ability to generate more business.

Audience

All business development consultants, account managers and sales staff.

Consultants and others without a sales background also benefit enormously from this course.

Format

A highly interactive one-day course involving practical exercises, role play, case studies and, if possible, specific examples from your organisation.

Course materials include a copy of the ‘Business planning toolkit’, plus additional sales-aid materials, skills case studies, etc.

Special features

The more advance access the trainer has to examples from your organisation, the more focused and beneficial will be the participants’ learning experience.

The expert trainer

To be announced.

Course outline

1. 90% of success is showing up!
   • The importance of constant and consistent new business activities
   • Apply the key principles of effective prospecting and pipeline management generation using a tried-and-tested specific toolkit
   • Sources of leads and new business
   • Develop a practical action plan for key accounts for up-selling and cross-selling
   • Setting new business goals and objectives
   • Making time for new business activity – how to build it into your daily and weekly routine
2. Organised persistence – the key to success
   • Identify potential prospects – and decision-makers and influencers within target accounts – with greater accuracy
   • Sales tracking – managing contacts scientifically, using a variety of tools and methods
   • How to prioritise opportunities and manage your time when sourcing new business
   • Target potential opportunities with more accuracy on a consistent basis
   • The secret of Joe Giradi – the world’s greatest sales person
3. Making appointments by telephone
   • ‘Cold calling blues’ – overcome psychological blocks (yours and the client’s) to cold or warm calling
   • Make outbound sales or appointment calls with improved confidence, control and results
   • Get past gatekeepers and assistants more effectively
   • Developing really effective cold-call ‘prompt’ sheets for greater success
   • How to write a door-opening letter or email
   • The ten biggest mistakes people make when cold-calling
4. Networking
   • How to gain new contacts at events – working a room
   • How to leverage existing contacts to build new ones
   • How to ask and get referrals
   • Getting senior-level appointments
5. Achieving success in your first appointment or call
   • Setting objectives and planning the first appointment or call
   • The first five minutes – why you never get a second chance to make a great first impression
   • Gaining instant rapport – HOW people buy people
   • Doing your homework – checklist of what you should know
   • Establishing your credibility and capability at the outset
   • Closing for the follow-up and next step
6. Putting it all together
• Role plays and planning sessions
• Personal action plans