Would you like to be able to create a stronger pipeline of new business?
Is this the bit of the consultant’s job you or your team dislike/are nervous about?
Would you like some down to earth techniques for opening a call to a new client and building the relationship with them?

All recruitment businesses need to ensure a healthy pipeline of new customers in order to grow – especially as we begin to see the marketplace recovering at last. Making those initial calls is often the toughest bit of a consultant’s job but is a vital skill.

Aim

The aim of this module is to provide delegates with a structured approach to making new business calls over the phone and gives practical guidelines for maximising business opportunities.

Objectives

During this module participants will have the opportunity to…

• discuss what characterises the different sales approaches and what makes consultative selling
• consider the buying psychology of their potential customers
• identify the key steps in a sales structure
• identify what to plan and prepare before making a new business call
• identify the key skills needed to make an effective sales call including:
• opening the call to gain make an impact and gain interest
• questioning technique to understand the client’s needs
• listening skills
• selling the benefits of the company’s service
• handling objections from new clients
• closing to gain commitment
• identify how to follow up effectively
• practice all of the above skills
• create a personal action plan