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.
This course will help participants:
* 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
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