| Course Overview | There is no doubt that in a world where competition is increasing, the need to build business both with new customers and existing customers is vital. No matter how good a business is, it stands to lose customers through mergers, customers relocating or closing down etc. In this module, we examine the mental attitudes and practical skills involved in prospecting. |
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| Designed For | Anyone who has a responsibility for building business through acquiring new customers and/or expanding business in existing customers. This could include people in field sales, telephone sales, account managers, business development managers, consultants |
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| Learning Outcomes | On completion of this module, you will be able to:
- understand what prospecting is and why it is necessary
- have the means to overcome Call Reluctance
- know where to find prospects and how to reach them
- know how to make the initial approach including making an appointment
- know how to gain commitments from prospects.
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