Course description
As technology continues to develop and increasingly interact with our daily lives, so must our sales techniques to ensure we’re leveraging advances in how people do business to our advantage. It is essential for all salespeople to understand how to navigate the various tools at our disposal and grow their skills and confidence to put them into action in order to build a solid business pipeline.
We have developed this programme to be practical, fun and interactive, whilst ensuring that participants will learn how to utilise new technology to their advantage, self-generate new business leads and opportunities, gain additional business and referrals from existing contacts, and save time and effort using proven business development skills.
Upcoming start dates
Suitability - Who should attend?
This practical and interactive course is aimed at experienced sales professionals who are looking to develop their skills and learn new techniques.
Outcome / Qualification etc.
- Understand the “organized persistence” model of sales prospecting
- Develop skills in using video, online and social media to generate interest
- Understand how to write effective sales and outreach emails and using online tools
- Develop techniques for effectively managing telephone appointments
- Learn ways to use LinkedIn for connecting with customers and prospects
- Develop networking skills and learn how to source and develop referrals and professional introductions
Training Course Content
1 Key principles of smart sales prospecting
- Set your sales prospecting goals and objectives
- Elevator pitch, core messages and your value proposition
- Targeting and segmenting your market
- ‘Organised persistence’ using your CRM effectively
2 Setting appointments by telephone – planning and preparation
- Why calling still works and the best times to call
- Creating a call prompt sheet:
- Opening a call and taking control
- Giving a reason to meet
- Key questions to ask
- Overcoming the cold calling blues
3 Setting appointments by telephone – advanced skills
- Giving a reason to meet and ‘selling the appointment’
- Key questions to ask that will create interest and motivation to meet
- Voice tone, power words, phrasing, pausing, responding
- Getting past gatekeepers and getting through
4 Using LinkedIn for research and follow-up
- Why LinkedIn matters and how to use it
- Finding new contacts, connecting and Inmailing
- Short-cuts and advanced skills
5 Email strategies that work
- Using AIDA and other templates for sales emails
- Using personalized video emails to create interest
- Vertical targeting emails, with examples
- Building awareness with an email chain
Course delivery details
A practical and engaging one-day session for a maximum group size of 12. There are lots of different activities throughout the day where participants will have the opportunity to put learning into practice.
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The In-House Training Company
We offer top-quality in-house training, in a wide range of subjects, at sensible prices. All of our programmes are delivered by independent subject specialists who also have outstanding training skills. We have rigorous standards and only work with the very...