How to Identify, Approach and Qualify New Customers

Discover how to get an endless stream of new customers by learning: Market Segmentation, Working with Gatekeepers, Influencers and Decision takers, The Close-O-Meter™ Tool, How to Warm Up every Cold Call, Developing powerful “Sales Scripts” and how to ensure you get Customer Referrals. Also Upselling and Cross Selling Strategies.

The module content covers:

• New Customer Identification
• Go Giving – The Street Smart Way to Sell
• Techniques for Making Contact
• Selling More to Existing Customers
• The Key Role Players – Gatekeeper, Influencer or Decision Taker
• Determining who is involved in the decision making process?
• How to speed up the decision making process.
• How to use The Customer Organogram
• Understanding Organisational Culture
• How to use The Close-O-Meter®
• Customer Acquisition – What Must I Say?
• Principles of “Cold Calling”
• Summary of Ari Galper’s Cold Calling Methodology
• Cold calling can be ICY – how to warm it up
• How to develop Scripts or Templates
• Examples of Cold Calling Sales Scripts:
• An example of a Cold Calling Template:
• Using Go Giving a Cold Calling Tool
• How to ensure you always get written customer referrals
• Using ‘viral’ marketing, e.g. Newsletters, YouTube, Blogs and Social Media.