Duration
½ day
Intended for
This course is intended for people that work in a sales environment and are required to manage accounts and gain business directly with customers. This course works particularly well during team meetings.
Contents
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 offer |
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 |
Developing Opportunities Exercise |
Setting out a game plan |
Objectives
At the end of the course the participants 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
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