Expanding Your Customer Base

Overview/Description
 Identifying new customers is essential for you to achieve your full sales potential. In this course you will discover how to expand your customer base by planning and preparing a focused action plan. You will discover the importance of analyzing your personal performance levels to help you set "SMART" goals. For some sales people sales prospecting over the telephone can be a daunting task but by learning some simple but effective techniques you will soon see your customer base blossoming!

Target Audience
 Experienced and newly-appointed sales managers and salespeople, with an understanding of the sales process and basic selling skills.

Expected Duration
3.0 hours

Lesson Objectives:

Planning to Expand Your Customer Base

  • recognize the value of planning when preparing to expand the customer base.
  • recognize the value of having specific, measurable, achievable, realistic, and time-related goals.
  • analyze personal performance criteria related to expanding the customer base in a given scenario.
  • analyze the requirements for prospecting to meet a specific expansion plan in a given scenario.

    • Making Sales Prospecting Count

  • recognize the value of identifying the requirements for making sales prospecting count.
  • identify the planning and preparation requirements for successful sales prospecting.
  • identify prospecting sources that can be used to expand the customer base.
  • identify the steps to take before making a sales prospecting call.

    • Building Relationships with Prospects on the Telephone

  • recognize the benefits of using effective telephone techniques for sales prospecting.
  • recognize how to establish rapport with sales prospects on the telephone.
  • recognize the rules to apply when communicating on the telephone.
  • identify how to make a successful sales prospecting call.
  • identify the steps to take after a sales prospecting call.

    • Course Number: SALE0216