The Seminar

First contact is a 4 hour day or evening sales training course to assist executives lifting the phone to begin the B2B enterprise sale. 

Every course is designed to wrk with your companies specific sales problem be it door to door sales or phone as teh primary contact method.  

Growth is the goal of every business, customers are extremely valuable long term assets.  

Many great sales people just cant make a cold call, and even when they do they fail due to a lack of preparation and structure.  

Many sales executives ask their assistants to arrange a meeting... What’s that tell you.

  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 your first contact work really well.

Growth is the goal of every business, new business growth is dominated by business looking for a financial cost cutting fix rather than a growth fix, I suspect becaues persuing growth is seen to be a riskier option. These companies don’t know how to start the sales growth process so as to create sustainable revinue impact.  

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 learn to look at the sales process from the targets point of view where every action we make causes a response. Students 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 Snap Shot Proposition… Benefits and Value

F. Process and tool use, Phone, Voice mail, SMS, Email, letters.