Sales - Prospecting, Cold Calling, Reaching Decision Makers and New Customer Acquisition

CIM - The Chartered Institute of Marketing
London, United Kingdom

Course Format: Classroom | E-learning | Virtual Class | Online | On-site | Blended | Self-paced

Course Description:

'' Finding new customers can be a soul-destroying task. This workshop will make it easier by planning your approach carefully, having control mechanisms to judge your performance and therefore improving your success rate. This workshop is very practical, containing proven techniques for converting new prospect customers.


Benefits for your organisation:

Your organisation will spend a lot of money trying to attract new customers as well as retain existing ones. This workshop will allow you to achieve successful outcomes to prospecting and cold calling, adding to your organisation¡¯s bottom line and reducing the cost of acquiring new customers.


Benefits for you as an individual:

You will gain a structured process to make the prospecting and identification of new customers easier. You will recognise the different mind-set between selling to existing customers and generating new business. Gaining techniques that can be used in the day-to-day role immediately resulting in you being more successful in this part of your role.


You will learn how to:

Increase the number of telephone appointments made with new prospects
Choose target segments, identify, select and qualify prospects
Prepare adequately for initial contact and subsequent meetings
Recognise decision makers and identify extended decision chains
Use questioning skills to obtain information, and close on orders or get commitment
Understand the varied buying motives of different types of people
Match needs and wants with benefits to the prospect
Make better pitches, using proposals as a sales tool
Understand when to use and develop more positive closing techniques
...''

Phone:+44 (0) 1628 427200

School Address:

Cookham
Maidenhead
Berkshire
SL6 9QH
UK

Jobs & Resumes: London
Houses & Roommates: London

Negotiation - Art of Influencing & Persuasion
Mobile Marketing
Pitching
Presentation Skills
Product Management - B2C
Product Management ¨C B2B
Project Management
Public Relations
Sales - Tendering Skills
Sales - Leveraging Customers
Sales - Telephone Selling
Sales Forecasting and Inventory Planning
Service Marketing
Social Marketing
Sustainability in Marketing
Time Management
Trade Marketing

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