Selling Outside Northern Ireland

Export Skills and Knowledge Workshops

Essential Export Skills

Title	Sales Prospecting & Successful Networking
Duration	1 day (9.15am - 4.30pm)
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	None necessary.
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	Work in a sales role
Preparation	None
Related Training	Advanced Negotiation Skills, Complex Selling & Key Account Management.

If there are no places available on the workshop click on the link below to register your interest in the next one. Register Interest
If you have any problems downloading the booking form, please email exportworkshops@investni.com.