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Business Development New Business
New Business Sales Skills Overview
This programme can be run as a 2-3 day intensive course or as a 2-5 day modular programme with significant practical exercises and opportunities to role-play, dependent on requirements.
The course or programme could consist of the following:
- Principles of consultative selling
- Introduction to the 6 steps to consultative selling:
- Step One - Focusing your selling activity
- Analysing the volume of key activities to achieve targets
- Analysing the volume of key activities to achieve targets
- Step Two - Prospecting and activity management
- Pinpointing target prospects and making contact and appointments
- Pinpointing target prospects and making contact and appointments
- Step Three - Consultative probing skills
- Planning and executing in-depth fact finding to assess and create needs
- Generating awareness of problems
- Planning and executing in-depth fact finding to assess and create needs
- Step Four - High impact presentation of proposals and benefits
- Creating and presenting powerful proposals and solutions
- Creating and presenting powerful proposals and solutions
- Step Five - Securing and maintaining commitment
- Spotting and utilising buying signals
- Technqiues to gain commitment and plan action
- Spotting and utilising buying signals
- Step Six - Handling objections
- Steps to understand the nature of resistance
- Steps to probe and dispel resistance
- Steps to understand the nature of resistance
- Step One - Focusing your selling activity
- Developing effective rapport building, empathy and pro-active listening skills
If you would like further information or to book a course please contact us via the website or call us on 01903 817930.