Posted by: empoweryourlife | October 16, 2008

Sales Training – Create that next deal now…

Create That Next Deal!

By

Benjamin Bonetti

A high-impact day on how to create new business opportunities, both from existing clients and from new clients, using a variety of proven techniques.

Training objectives

As a result of this course, participants will be able to:

• Use a variety of different methods for creating and generating new business opportunities in the short, medium and long term

• Source new business from existing clients through effective up- and cross-selling

• Use ‘warm calling’ and referrals to help generate business from new clients

• Make the most of the ‘business planning toolkit’

The programme will have an immediate impact on participants’ ability to generate more business.

Audience

All business development consultants, account managers and sales staff.

Format

A highly interactive one-day course involving practical exercises, case studies and, if possible, specific examples from your company.

Special features

The more advance access the trainer has to examples from your company, the more focused and beneficial will be the participants’ learning experience.

The expert trainer

Benjamin Bonetti is the founder and main motivational speaker at empower-your-life seminars, his experience is vast within the sales and training environment. He initially started his adult working career by joining the Army at 16, finally leaving after a tour of Northern Ireland.

During his successful entrepreneurial adventure, he has founded several companies including a Property Consultancy Specialist, Estate & Letting Agency and Empower-Your-Life. Benjamin is a fully certified Practitioner of Neuro-Linguistic Programming, Hypnotherapy and a TimeLine Therapist.

Course outline

90% of success is showing up!

• The importance of constant and consistent new business activities
• Apply the key principles of effective prospecting and pipeline management
• Sources of leads and new business
• Setting new business goals and objectives
• Making time for new business activity – how to build it into your daily and weekly routine

Organised persistence – the key to success

• Identify potential prospects with greater accuracy
• Sales tracking
• How to prioritise opportunities and manage your time when sourcing new business
• Target potential opportunities with more accuracy on a consistent basis

Making appointments by telephone

• “Cold calling” – overcome psychological blocks (yours and the client’s)
• Make outbound sales or appointment calls with improved confidence
• Get past gatekeepers and assistants more effectively

• Developing really effective cold-call ‘prompt’ sheets for greater success
• The mistakes people make when cold-calling

Networking

• How to gain new contacts at events – working a room
• How to leverage existing contacts to build new ones
• How to ask and get referrals
• Getting senior-level appointments

Achieving success in your first appointment or call

• Setting objectives and planning the first appointment or cal
• The first five minutes – why you never get a second chance to make a great first impression
• Gaining instant rapport – HOW people buy people
• Doing your homework – checklist of what you should know
• Establishing your credibility and capability at the outset
• Closing for the follow-up and next step

Putting it all together

• Personal action plans

Whatever the starting point, we guarantee the same result: that we will deliver an excellent learning and development experience, employing the services of an outstanding expert trainer focused entirely on ensuring that you achieve all your training objectives.

To book now call us on 0845 194 9644

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