The integral part of selling is to create new prospects or business opportunities, both from existing clients and from new clients, using a variety of proven techniques, including up-selling, cross-selling, ‘warm calling’ and referrals.
Additionally, a sales pipeline is a very important concept in selling because it is the recognition of the origin and result of each sale. Each sale starts as a lead -- which is a phone number, a name, an email address, a referral or someone who walks into your store -- they are leads. From there, you qualify the lead, which means, you make sure this person is capable of becoming a customer -- either they have enough money or the right size outfit for your products and services.
Hence, it is important to keep track of the ratios and numbers so you can understand your pipeline and improve it. How many calls does it take to get an appointment? How many appointments does it take to get a sale? And so on.
As a result of this course, participants will be able to:
• Use a variety of different methods for creating and generating new business opportunities in the short, medium and long term
• Source new business from existing clients through effective up- and cross-selling
• Tracking, and controlling Sales Pipeline
The program will have an immediate impact on participants’ ability to generate more business.
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