Networking skills for sales professionals (In-House)

Description

Many people have a misconception about networking events, and lose out on new business opportunities as a result. They either don't appreciate the real benefits and techniques of networking and don't attend events, or they attempt to 'sell on the first date', causing resentment.

You can either attempt to make a sale for a quick buck (which is particularly likely to backfire at a networking event), or you can try to open a long-term relationship, creating new opportunities and a high lifetime value customer (which is how it's meant to be done). Networking, when done properly, is an excellent tool for referrals. But you have to appreciate that it's done on the basis of giving rather than receiving and this doesn't always come naturally to sales professionals.

The old saying that it's about getting to 'know, like and trust' is still true. This workshop is about having your prospects and customers getting to know, like and trust you, and building that lifetime value as a result.

• Understand what networking is - networking etiquette
• Know how and where to network
• Clarify their objectives - why network
• Use the 4 basic questions to start a conversation
• Build rapport quickly and easily
• Answer the question 'What do you do?' effectively in a few seconds
• Deliver a 60-second pitch
• Break into a group
• Prepare for a network meeting
• Identify opportunities
• Use tools to assist in networking