New Business Selling Skills Programme Introduction
New business starts with targeting the right accounts and continues with a breaking in strategy that covers all the bases.
It requires a particular set of selling skills and techniques to create new business opportunities.
New Business
New business sales are essential to ensuring real growth in most organisations. But winning new business is significantly more resource-intensive and expensive than developing existing accounts. So the process must be well honed, and the salespeople responsible for new business have to be highly skilled if that business is to be profitable.
Territory research, target marketing and prospecting are at the front of the process. The effectiveness with which these activities are carried out defines the usefulness of the leads that are generated and therefore governs not only the value of new business won, but also the cost of winning it and the profitability of the sales gained.
The biggest waste of time is the sale you lose. The most expensive waste of time is the new business you fail to win.
Lead Generation
Getting the lead generation process working as it should sets you up to be able to:
- Secure the right new accounts
- Maximise the chances of winning business
- Deliver the best lead to prospect to conversion ratios
- Return the most profitable early business
- Enjoy the most profitable ongoing account relationships
The lead generation process has only directed you to the right door. Now you have to win the business.
Winning New Business
The kind of product you sell, where it fits in the customer’s mind and how it can add value to his or her organisation determines the whole strategy for winning each new business opportunity once you’ve arrived at the prospect’s door. And selling skills and styles are of paramount importance. Adopting the right selling styles has always to be the starting point when you open up an opportunity.
Different circumstances require different skills, different messages and different target levels. These attributes are not interchangeable between different styles of selling.
Your objectives for the initial meeting with the prospect have to be crystal clear in your mind, especially what you expect the prospect to do for you following that meeting to move the sale forward. After the meeting you are in a position to qualify your chances of winning the business ... objectively and systematically. If they look very poor, quit ... lose quickly ... and go and do something more productive. If they look strong, plan your way forward to a successful close.
Our New Business Selling Skills Programme
We can cover new business selling from prospecting and targeting to breaking in (cold calling, telephone or face to face) and all the way through to closing the deal.
Programmes are often designed around real live cases. They focus on the planning and verbal skills required to target the best sources of new opportunities, and close the business. The programme then drives out a prospecting plan and a sales campaign designed to win real live business opportunities using best practice approaches. This maximises the value of our training by contributing directly to our clients’ business results.
Our three day programme trains salespeople to select, qualify and open up existing or new accounts to create new business opportunities, engage the key people with whom to build up needs for their products or services, gain the commitments they need from the customer or prospect to move the sale forward and stand the best chance of closing the business.
All our programmes are customised to meet specific client requirements.
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To discuss your New Business Selling Skills development requirements:
Call us on 0845 125 9098