Client Targeting and Sales


Miroslav Milojević, 23-26.2.2016, M6 Educational Centre

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Workshop Overview

When markets are vibrant and overall business sentiment is good, very few companies think of investing in their employees, by sending them to sales trainings. On the contrary, when customers' enquiries dry out, companies would like to have proactive sales people who cannot only sell products and services, but bring in new customers. Usually, it is little too late.
Targeting new clients should be an ongoing process, an everyday task. Lack of prospecting skills can harm business. And arranging a sales meeting is only a beginning. Sales starts at the meeting and selling skills should be regularly trained.
This workshop does exactly that: trains people by putting them in variety of practical situations. We ensure that each and every exercise is integrated in participants' everyday job.

Who Should Attend

Sales representatives and Sales managers

How will you benefit?

· Learn where to look for your new clients and how to select them
· Empower your first contact with a potential client
· Achieve higher percentage of successful prospecting calls and e-mails
· Improve your sales presentations by using influencing tools
· Try and test yourself in professional environment with other business professionals

Day 1 (23.02.2016)

11:00 – 11:30 Registration

11:30 – 13:00 Analyzing your flow of business
· Identifying barriers to prospecting
· Determining current state of flow in funnel
· Calculating number of prospects needed
· How many potential clients you need (exercise)

13:00 – 13:15 Coffee Break

13:15 – 14:45 Identifying prospects
· Sourcing leads
· Asking for refferals
· Reviewing leads to indentify prospects
· What is your best client (exercise)

14:45 – 15:30 Lunch

15:30 – 17:00 Targeting business issues
· Recognizing
· Targeting business issues relevant to prospect
· Planning your approach
· Planning approach for your current client (exercise)

Day 2 (24.02.2016)

11:00 – 11:30 Registration

11:30 – 13:00 Making a phone call
· Engaging prospect
· Exploring business issues
· Requesting action
· Making a call (exercise)

13:00 – 13:15 Coffee Break

13:15 – 14:45 Using e-mail effectively
· Creating clear, concise mails
· Gaining interest and giving reasons to call back
· Drafting and editing mails
· Writing an e-mail (exercise)

14:45 – 15:30 Lunch

15:30 – 17:00 Overcoming indifference
· Acknowledging indifference
· Providing reasons to continue
· Gaining agreement to continue
· Dealing with indifference (exercise)

Day 3 (25.02.2016)

11:00 – 11:30 Registration

11:30 – 13:00 Sales Presentations I
· Characteristics (C) and Benefits (B)
· Motivators (M) sell the best
· Adjusting your presentation to the client
· Difference between C and B and M (exercise)

13:00 – 13:15 Coffee Break

13:15 – 14:45 Sales presentations II
· KISS (Keep It Short and Simple)
· The role of non-verbal in presentations
· Use of sales aids
· Let's present ! (exercise)

14:45 – 15:30 Lunch

15:30 – 17:00 Overcoming objections
· Objections are good news for us
· What is an "airbag" and why we need it
· The role of non-verbal in overcoming objections
· Preparing your arguments (exercise)

Day 4 (26.02.2016)

11:00 – 11:30 Registration

11:30 – 13:00 Discovering needs I
· Client's need is all we need
· Open and closed questions
· Leading conversation by making questions
· Without questions we are just guessing (exercise)

13:00 – 13:15 Coffee Break

13:15 – 14:45 Discovering needs II
· World known question techniques
· Needs behind needs
· Feeling uncomfortable when asking a lot
· Combining questioning and presenting (exercise)

14:45 – 15:30 Lunch

15:30 – 17:00 Sales closure
· Knowing when it is a good time to close
· Sales talk resume as a must
· Fine closing techniques
· Your final words (exercise)

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Miroslav Milojević
Miroslav Milojevic is business trainer and coach, with 20+ years of business experience, covering various fields and countries, from fast moving consumer goods, to travel industry and from the West (e.g. UK), to the East (e.g. India).
Miroslav has spent the last 10 years extensively working as a trainer in West Balkan region, mainly in Serbia. He has a proven record with many multinational companies such as: NIS Gazprom, British American Tobacco, Telecom Austria, Banca Intesa, Holcim, In Bev, Pepsico, Delta Holding, PWC, KPMG, Oracle, Volksbank, Actavis, Pfizer, Telenor, Heineken, Japan Tobacco International.
In the role of trainer, he performed more than 500 trainings, involving more than 5000 participants from over 100 different companies, making him one of the most experienced trainers in Serbia. Top marks are earned throughout the carreer.
If anything can be picked up as Miroslav’s main advantage on the market, that is his vast practical experience blended with an immense energy. Miroslav is certified consultant for Human Synergistics® and holds several global training licenses. Being a British citizen, he performs equally in English and in Serbian.
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