Getting New Business

The right way to develop new business opportunities

1 Day - Non Residential

This one-day workshop is a fast paced sales training programme for those seeking to develop new business. The course will provide a planned approached to developing new business as well as a boost in terms of improved confidence.

Learning the hard way on the job can be slow and very demoralizing. This course will accelerate the learning process tenfold. It therefore represents an excellent investment for anyone seeking to develop new business opportunities. This course covers all the key aspects of getting new business and includes a series of exercises to develop each delegate's approach with individual tutor guidance to ensure best practice. 

 

No other new business development course gives you more...

Delegate spaces available on the following course dates:

Non-residential Courses

The course fee includes all course materials, use of video and other training equipment as required. Lunch and light refreshments are included in the fee for all courses of one day, or longer, in duration. The number of delegates attending each course is limited in order to ensure individual participation. If overnight accommodation is required we can provide details of local hotels.

 

Programme Contents

The Challenges of New Business Sales
Reasons for Buying
Prospecting for New Business
- Finding Prospects
- Developing Hot Prospects
Pre-call Planning and Preparation
- Preparing Your Approach
- Developing the Right Mental Attitude
Cold Calling
- Creating the Right First Impression
- The Structure of the Call
- Using Attention Getting Statements
- Avoiding the Common Mistakes
- Handling Objections
- Making Appointments
Getting Through To The Decision Maker
- Dealing with Receptionists and PA’s
- Identifying the Key Personnel
Opening the Meeting Effectively                     
Building Your Sales Case
Gaining Commitment
Practical Exercises


What you will get from this course:

1. A full understanding of the steps of developing new business.
2. The opportunity to develop you individual approach to developing new business.
3. Tips and action points for each stage of the process that can be utilised to improve your results.
4. A Certificate of Attendnace.
5. A CD of up to date self-development and reference materials to reinforce your learning.
6. On going support via e-train, Spearhead’s scheduled e-communications of additional tips and advice to sustain your motivation and support your personal development when you are back at work.
7. Access to the Spearhead telephone Help-line so you can get individual post-course support from your tutor when you want it.



Description of Course:

The course starts by looking at the challenges of getting new business. Each step of the process is then covered: from prospecting, planning calls, the first contact, the introduction and what to say, through to establishing needs, making your sales case, objection handling and closing. There are practical exercises at each key stage to provide delegates with the opportunity to develop their own techniques with individual review from the tutor. Delegates will therefore develop a tool kit of techniques that they can implement to become highly effective at developing new business as well as learning about the pitfalls to avoid. 

 

Testimonials