Prospecting and New Business Development

Benefits

• Increased sales
• More focused and efficient prospecting with more successful results
• Minimise administration and time wastage
• Focus time and resources on the best opportunities for revenue
• More effective contact techniques to save you time to deal with the true buyer

Catching the tiger by the tail

"Every morning in Africa a gazelle wakes up. It knows it must run faster than the fastest lion or it will be killed. Every morning a lion wakes up. It knows it must outrun the slowest gazelle or it will starve to death. It doesn't matter whether you are a lion or a gazelle - when the sun comes up, you had better be running."
- Unattributed

Objective

Gain in just one day all the tools to become highly proficient at hunting, prospecting and closing new business.

Content

• Prospecting and creating sales opportunities
• Filling the funnel
• 10 Guidelines for success with accounts and goal achievements
• Effects of Attitudes
• Setting clear call objectives
• Opening statement
  

Learning Outcomes

Come up to speed quickly with the latest techniques of prospecting

Learn more productive behaviour techniques to lead to increased sales

Manage the sales activity ratios in order to keep the sales funnel full

How to manage your activities and plan your day