PROSPECTING
& GETTING
SALES MEETINGS

A SALES COMMUNICATION LEARNING PROGRAMME AVAILABLE FACE-TO-FACE, VIRTUALLY OR AS AN E-LEARNING

Available as a coaching programme where we support your team on live calls to customers!

Hope is not a strategy.

– Rudy Guiliani

 

Why do this?

Did you know that a week’s worth of the Times newspaper contains more information than most people in the 18th Century came across in their lives?

What does this tell you about life in today’s business world?

  1. Everyone is incredibly busy and distracted
  2. NO ONE has the time to go looking for you to see what you have to sell them

It has never been more important for salespeople to be skilful and proactive when it comes to getting sales meetings. And in today’s 5-screen world (TV, tablet, phone, laptop and home computer), attention has never been harder to get.

Every email you send, cold call you make, your social media activities, your referral requests, your elevator pitches – they all have to be immaculate. You need to put the customer first, tap into what they want and prove that you are the sales person whom they have to schedule a meeting with.

Because if you keep on using the same approaches which worked before 2010, you’re giving prospective customers no reason to share their valuable time with you.

USE ONLINE AND TRADITIONAL COMMUNICATION TOOLS AND CUSTOMER CENTRIC SALES MESSAGES WHICH LEVERAGE THE 4 MODERN BUYER TYPES TO MAKE CUSTOMERS WANT TO MEET YOU

What are the benefits?

You will start by learning how to effectively research and profile prospective customers so that you know who you need to meet with and how create messages which will appeal to them and encourage them to set up a meeting with you.

You will master the verbal and written communication skills which you will need to use to get meetings, especially cold calling, emailing and the use of social media. You will also learn the best techniques for getting past the gatekeepers who are blocking your path to the key decision makers who you need to meet with to make your sale.

Furthermore, you will learn the golden rules for getting referrals to new customers from your existing, satisfied customers. This will enable you to start your new sales relationships with greater trust and authority to that you can close more sales – and quicker.

Call us on +44 (0) 7914 691 549 or email us at hello@elcconsultants.co.uk to talk to
a Learning Advisor about this programme

Key Content

  1. Using our unique 4 Modern Buyer Type Diagnostic Tool to choose the best communication approach to get on your prospective customer’s radar and make them eager to set up a sales meeting with you
  2. 15 tried-and-tested techniques for getting past gatekeepers so you can talk to key decision makers, get them interested in your offer and make them want to secure a meeting with you
  3. Written communication best practices, especially emailing and the surprising power of the traditional postal service, for getting through to key decision makers and securing meetings
  4. Verbal communication best practices, especially the indispensable cold call and the power of an elevator pitch in face-to-face encounters, for getting through to key decision and securing meetings
  5. The 8 Golden Rules for getting direct and indirect referrals from existing customers so you can quickly get more meetings and kick off your new relationships with more trust and authority

This is a practical and engaging workshop backed up by robust theories from psychology and communication theory and with role-play exercises replicating the exact challenges you will face on the job.

SugarCubes

Put prospective customers first so you can cut through
the noise and distraction of today’s information age
and make them eager to meet you

I expected the Audit Report Writing Workshop to be a very dry and theoretical course with instructions on how we write reports in Vodafone.

But to tell you the truth, I came home and I said to my wife: “Susan, today I’ve had the most amazing training I’ve ever had!” – and I’ve had some great training!

The report writing training was fantastic – the difference being that the trainer really knew how to bring the message across. The training was very interactive. It not only taught me how to write in the most efficient and professional way but also how to make a powerful connection with the reader.

All in all, we not only learnt how to write reports, but we also learnt how to communicate effectively which I think is the key. That was the real added value of this course.

Dominque Pauwels
Senior Internal Auditor
Vodafone

As a training experience, Financial Report Writing Workshop took our attention from the very start – not just me, but the whole group.

People were saying: “Wow! It’s 9 o’clock on the day of the first session and we have already defined exactly what the key problem is with our report writing.”

I would definitely recommend this financial report writing training. It’s not just about the books and the materials, but it’s important to learn things that you will remember at work and know how to use.

I immediately applied what I learnt from the training into my real business life. The expertise of the trainer and how the training was delivered was the key to success here. What is delivered is important, but how it was delivered was what I would also like to recommend. In this sense, it was better than 99% of the training I have had till now.

Emre Tor
Corporate Business Account Manager
HSBC

Bespoke communication learning programmes
to take your performance to the ultimate level

How can you join?

GroupProgramme

You can train your people in-house

... in one of our GROUP LEARNING PROGRAMMES

OpenCourse

Or you can take one of our OPEN SESSIONS in London

VirtualCourse

You can even take a VIRTUAL PROGRAMME

... WHENEVER and WHEREVER you want to

Coaching

We even coach your TOP DOGS!

ROI

EMPOWERING

your organisation's

COMMUNICATION

How do we work?

We have a comprehensive catalogue of bespoke learning programmes to help busy professionals master their leadership communication and technical communication. In addition, we offering fast-track options for non-native communication development for global professionals who do not speak English as their mother-tongue.

All of our programmes are supported by the latest insights from adult learner theory and the 70:20:10 model.

What is more, our programmes are delivered by expert consultants who are thought-leaders in their fields and possess a wealth of experience in both the business environment and formal learning settings.

All of which guarantees maximum ROI for your organisation.

70: 20: 10 Model

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