New Business Sales Skills

This course is designed to help you and your team make MORE SALES /  MORE OFTEN. I have trained thousands of sales people from many different industries. For over 13 years, my team have made thousands of cold calls each week to businesses all over the world. I KNOW what works and what does not.

The Strike Force Selling [SFS] methodology is proven to work for all types of businesses and is based on three core principles:

• Having REAL conversations with prospects

• Helping prospects make BETTER buying decisions

• Budgeting activity & continually adjusting towards defined goals

You should expect a lot from yourself. Build an array of tools and techniques to support and build your skills and competencies. This course is designed to support you build a professional career in sales and selling. It is designed to complement other training and methodologies available in the market. If possible we also recommend reading a copy of ‘The World’s Best Sales Tips’ as a reference and keeping detailed notes.

This lecture covers the FOUR key principles of being successful in sales: The KNOW Selling Model;

First of all, making Kontact with new prospects is key. You've got to continually be looking for new prospects.

Understand their Needs. How do we do that? Through questioning and listening.

Typical Objections and how to handle them.

Finally, Why Now? Why are they going to take action? Why are they going to do something today? Because in sales our performance is measured, in a period of time, what you achieved this week, this month, this quarter, this year. Business that falls into next quarter and next year, that's not business. That's just business that's walked away from you. Why now? Why are they going to do this?

Follow those four principles throughout your career and they'll serve you well.

Understanding your prospects real issues will help you differentiate and engage at a personal level. When you're competing with other sales staff, your customers have alternatives; there's lots of other people that can do the same thing. So if you are just comparing like for like & can’t differentiate - it's a race to the bottom. Who can deliver the same standard at a lower price? This is not a race you want to win.

Now, wouldn't it be easier, nicer if you could add real value to the customer and build real sustainable relationships so they want to work with you?

The way to do this is to help them with things that you don't do. What this means is that you help them with other things - outside your service.

As sales professionals our market success is measured by the decision speed it takes our prospects to move from initial awareness to enthusiastic supporter. Our role and responsibility therefore is to understand the existing decision making processes both rational and emotional for that executive or organisation and find ways to reduce the gaps and remove bottlenecks - & therefore speeding up the process.

This lecture uses a simple model to break down the stages of purchase. You will be able to break down your prospect's buying cycles and understand when is the best time to reach out and begin the sales process.

The #2 problem with new business sales calls is that the 'Opening Statement' from the sales executive usually creates more resistance than interest in the mind of the prospect. By the way - the #1 problem is not making enough sales calls!

Often a script sounds too scripty, unnatural and overworked. The answer is to use a structure rather than a script. In this lecture you will get the system which Strike Force Sales have used for over 13 years all over the world making millions of successful cold calls easier and more effective.

Most salespeople give up at the first objection their prospects say. Yet these are often false! Designed to get rid of the average sales pitch. In this lecture we cover the four key initial objections and how to handle them with ease and get to the real buying signals.

Think about traditional prospecting (gold, diamonds, etc). What is the #1 product produced?  It is dirt, rocks, soil and sand!

98% of what you will encounter when prospecting for new business is rubbish. But to strike gold, you have to sort through the rubbish. The key skill (apart from digging!) that a good prospector needs is a process to sort out the difference between gold and dirt.

It is the same in prospecting for sales and new business. A substantial number of your contacts on your lead list will be ‘duds’. Let me introduce you to the model we use to grade or qualify prospects. We developed a simple acronym ‘B.I.Y.E.R.S’ - it is both easy to remember and a valuable resource when working through a call list.

We all have habits and some are better than others, right? Being successful in sales and New Business Development is as much about having the right processes executed in the right order at the right time as is building rapport, engaging and helping your customers purchase.

But with a limited amount of time available and many distractions constantly available it is easy to be 'busy' but not very effective. In this lecture we show you how and what to prioritize in your working day. You are measured on what you get done - not how hard you found it.

The art of selling is in asking great questions and letting your prospect TELL YOU why they need your product or service. Most questioning techniques are stand alone and do not offer a strategy for a successful interview. At the end of this process your prospect will have TOLD YOU what is important to them emotionally and rationally and why. After that the next step is fairly simple as you can then tie in your product service with their stated fears and goals.

What you have to do is PREPARE your questions.

When it comes to creating and managing new business there are four broad aspects of sales systematization every successful sales person needs to have control over;

Prospecting for new clients: getting on the phone and qualifying opportunities

Interpersonal and engagement skills: Face to face, rapport building, questioning, listening & securing agreement

Influencing and negotiation skills: Competing, positioning, understanding value, tactics and closing business

Account Management and development skills: Extending relationships, building trust