The Course Structure
Cold calls we don’t like receiving them we hate making them... Till now
What makes this course suitable for businesses across Australia?
This course makes first contact work really well
Growth is the goal of every business, from an enterprise B2B (this is the target for the course, ie smallish businesses selling to big business) point of view new business is growth is dominated by business looking for a financial cost cutting fix rather than a growth fix as they don’t know how to start the sales growth process.
There are other options. Lets go get some new business.
Sustainable profit growth is best delivered by healthy companies focussed on selling and distribution. I will present a basis of developing business growth from a structured method of approaching the way first contact is made to prospective new business relationships, so that the product or service can be presented in the best light to the most appropriate person in the target organisation.
Target – investigate – problem definition – benefit selection– “the ten words” – approach
Learning outcomes
Students will learn to look at the sales process from the targets point of view where every action we make causes a response. Students
will learn to focus on Benefits and Solutions developing techniques which increase the likelihood of the process leading to a physical presentation of the sales opportunity.
Where;
A. The necessity to recognise internal and external blocks ( company rules etc) which prevent better ways to go to market is explored.
B. The role of researching the target Co and managers, looking for the targets problem and contact details. The value of understanding the consumer purchase decision process and motivations.
C. Developing and using a network,
D. Preparation and patience
E. The 10 words… Benefits and Value
F. Process and tool use, Phone, Voice mail, SMS, Email, letters.
G. Asking for the meeting
