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Asking For Business

Duration:

Half Day

Intended for:

People that work in a sales environment and are required to manage accounts and gain business directly with customers. It can be used as a stand-alone session or as part of a modular programme.

This course has been used to particularly good effect by Sales Mangers that wish to introduce specific modules of training to their sales meetings.

Contents:

All the training materials necessary to run your own course. The materials cover:

Setting the Scene - Establishing the four ways a business can hope to grow and be successful.
Developing Opportunities - Demonstrating the danger of becoming too comfortable with our customers and allowing this to restrict the amount of business we develop.
Cross-selling - A simple trick, so often missed - Appreciating the opportunities we have to develop sales through our existing customer base.
The Magic Matrix - A tool for identifying gaps in our sales approach.
Referrals - Developing ideas on asking for referrals and overcoming issues and concerns that may arise
Developing Opportunities Exercise - Setting out a game plan to take advantage of identified opportunities and a commitment to action.

Objectives:

At the end of this session your delegates will:

Be able to explain the four ways a business can grow sales
Be able to demonstrate what happens when you gain growth in these key areas
Be able to use a tool which provides them with an in-depth understanding of the customers they have cross-sold to and more importantly, those they have not
Be able to explain the positive effects of gaining referrals from their customers
Follow a set plan to exploit the opportunities identified