Introduction and Objectives

  • Welcome and introduction to the course  
  • Personal objectives for the day

The Sales Cycle

  • Where to gain new business
  • How to generate leads
  • Proactive and reactive lead generation
  • Qualifying leads
  • Degree of difficulty in sales

Planning your Business Development  

  • PI WAR – the difference between an average call and an excellent call
  • Taking the chill out of the cold call
  • Communication – sounding good as well as being good

The Sales Structure

  • Sales call plan
  • Bridges – getting the client involved
  • Probing techniques – uncovering the need
  • The art of getting the client to ask you for what they want

Selling your Service

  • Presenting features and highlighting benefits
  • Why would a customer choose you – the service mix that makes you different
  • Closing skills to achieve your objectives
  • Putting the process into practice

Overcoming Objections

  • Frequent objections you will face
  • A formula to handle objections professionally
  • Tools to overcome them
  • Quick-fire round to test the theory

Pulling it all Together

  • Summary
  • Your questions answered

Action Plans

  • 4-week project work to implement your new techniques
  • Reviewing personal objectives
  • Individual action plans