HOW TO FIND AND WIN NEW BUSINESS - OPENING DOORS & CONVERTING OPPORTUNITIES

Live-Online Training: N220,000
Classroom Training: N300,000
3 - 4 participants: 5% discount
5 or more participants: 10% discount

(Available also for Customised Training by Duration, Venue & Fee)

Focus of the Course

• How to plan prospecting for new customers
• How to position the organization and products appropriately to attract the right desires and patronage of prospects
• How to do the prospecting itself
• How to develop useful leads
• How to develop relationship management capabilities.

Course Contents

DAY ONE

Types of Prospects

• Successful Prospect
• Prospect with Problem
• Complacent or Satisfied Prospect
• Negative or Difficult Prospect
• Attributes of Excellent Prospects.

Planning the Prospecting for New Business

• Develop the right objectives
• Identify prospects’ real interests
• Prioritize the prospects
• Develop marketing plan.

Leads

• Sources of new prospects
• Generate useful leads
• Find and nurture key contacts
• Manage the new relationship effectively.

DAY TWO

Business Positioning

• Sell functional benefits
• Sell emotional benefits
• The R3 winner’s formula.

Prospecting

• How to open doors
• How to recognize and convert opportunities
• Analyze your product
• Analyze your market
• Develop the right objectives
• The conventional tricks: mails, referrals, etc.
• More business from known clients.

Prospecting Strategy

• Who exactly is my probable customer?
• Where is my prospect?
• Why may my probable customer buy – Buying Influences?
• Who constitutes the buying center?
• When does my customer buy?
• Who is my Competitor?
• Who are my non-probable customers?

DAY THREE

Opening the First Call

• Show gratitude
• Identify a problem
• Build expectancy.

Make Your Case

• Tips on winning presentations
• Help your customer/client.

Targeting Large Accounts

• Caution on large new accounts prospecting
• Critical success factors in managing large accounts.

DAY FOUR

The A.P.P.L.E. Easy Steps to New Account

• Approach customer with a personalized warm welcome
• Probe politely to understand all the customer’s needs
• Present a solution for the customer to take away
• Listen for and resolve any issues or concerns of the customer
• End the conversation with a fond farewell and an invitation for more interactions.
• What to do when prospect resists:

- if it’s a doubt

- if it’s a misunderstanding

- if it’s genuine.