In this webinar, we 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 sellers to fill the pipeline with new prospects. Years ago, mailings and cold calls were the only instruments we had for acquisition. Social media now play an important role in approaching new customers.This webinar covers all important aspects of acquisition.
We will discuss the following topics:
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?
At the end of this live and interactive webinar, you'll get related assignments and theory in the app on your smartphone and you can practice with videos and cases during that month (or longer). This will help you to better retain the techniques and concepts and apply it automatically in real-life situations.
Of course you also participate in the weekly sales challenge. You are completely free to provide the best solution for a realistic sales situation.
This webinar is part of the blended Professional plan and the online Economy plan that covers a specific subject every month. It is accessible to subscribers of this training programme.
Note: the stated time is Central European Time (CET).