INITIATING BUSINESS RELATIONSHIPS

The Questions

“The best opportunities for new business development lie within your existing accounts.” Has this truism become an excuse for avoiding prospecting for new clients? Have you bought into the attractive but erroneous idea that cold calling doesn’t work? Are you stuck in your comfort zone? This training will help you refocus and retool. Click here for Brochure

The Answers

How do I get the decision makers to talk with me?

    Adopt the customer focused attitude

    Warm up your cold calls through pre-call planning

    Establish a high perception of value within 20 seconds

     Earn the right to an appointment, face-to-face or on the phone

    Motivate yourself through measurement of activity and results

    Determine which prospecting activities produce the best results

I got the appointment! Now what?

    Show up professionally prepared

    Earn the right to ask intimate questions

    Employ need-generating questioning strategies

    Understand the client’s priorities and buying process

    Recognize and address the client’s business needs

    Gain agreement to next appropriate steps

What if the prospective client does not share my enthusiasm?

    Stop self-generating objections

    Respond confidently to disinterest and doubt

    Resolve misunderstandings and dislikes

The Training

    8 classroom hours

    Interactive environment

    Frequent practice sessions

    Real life applications exercises

    $275 per participant

    Optimum group size of 12-18 participants