In this training we will discuss how to approach potential customers. Many salespeople find it difficult to make new contacts and are afraid of rejection. Nevertheless, it is important for most salespeople to fill the pipeline with new prospects. Years ago, mailings and cold calls were the only instruments for acquisition. Social media now play an important role in approaching new customers. This training is about all aspects of acquisition.
What is the difference between hot and cold acquisition?
How can you use LinkedIn to make new contacts?
What are customer personas and how do you use them?
What are requirements for successful cold calls?
How do you make an appointment with a potential customer by telephone, and how do you deal with the inevitable resistance?
How do you develop a successful pitch?
How do you open a sales conversation?
In half a day, not only the theory is dealt with, but also various role plays will be done (and recorded), so you can immediately experience how to apply certain techniques. Sparring with the other participants is always very much appreciated in these trainings courses! Working together with peers from other companies on cases, and finding solutions has a positive effect on the learning process.
At the end of the training, you will get the corresponding tasks and theory in the app and you can practice with videos and cases during that month (and after that as well). This will help you to retain the knowledge and skills and apply it instantly in real-life situations.
Of course you also participate in the weekly sales challenge where you are completely free to come up with the best solution for a realistic sales situation. Approx. 6 weeks later you can follow the live webinar so you really learn everything about finding and acquiring new customers.
This training is part of the blended Professional plan that covers a specific subject every month. It is accessible to subscribers of this training programme.