| Title
| Sales Prospecting and Successful Networking
|
| Duration
| 1 day (9.30-4.45pm) |
| Cost
| £75 |
| Description
| This workshop will provide sales executives with an understanding of the practical techniques in sales prospecting from identifying potential sources and qualifying leads, to practical techniques in screening & qualifying. The workshop will also show how effective networking skills can be used in generating warm leads. |
| Company Profile
| Export focused businesses from any sector involved in manufacturing or tradeable services. It is not necessary to be an Invest NI client business to participate. |
| Export Experience
| |
| Target
| Sales Executives and technical operatives new to the sales role within small and medium sized businesses who are keen to enhance their selling skills and personal performance will find the workshop beneficial. |
| Objectives
| To understand practical techniques in sales prospecting and how to apply practical techniques in the use of the telephone and email in screening & qualifying leads.
To identify and qualify sources of sales prospect information
To illustrate techniques that assist in getting past the gatekeeper and identifying the decision makers in the sales and procurement process.
Understand the skills required for effective networking and to maximize the networking potential in a range of sales environments.
|
| What You Will Learn
| Practical sales prospecting techniques including identifying potential sources and qualifying leads
How to make the best use of resources such as telephone, email and social networking sites to maximize results
Getting past the gatekeeper and identifying the decision makers in the sales and procurement process.
The key skills required for effective networking
How to identify networking opportunities
How to maximize networking potential in a variety of situations, from formal business networking events to conferences and exhibitions and the wider business environment.
|
| Benefits To The Organisation
| Improved professionalism of the sales staff
Improved understanding of the sales environment
|
| Benefits To The Individual
| Improved confidence
Greater understanding of the tools required for effective selling
|
| Learning Aids
| Case study
Industry based guest speakers
Workbook and handout materials
|
| Pre-Requisites
| |
| Preparation
| |
| Related Training
| Advanced Negotiation Skills, Key Account Management. |
