The cheapest business to get is the business we already have, or to put it another way, why bother spending good money on a new database when we are not getting all business from our own current account base.
It is easy to become complacent or comfortable with the business we are getting especially if we do not want to “upset the relationships” we already have. That raises one key question: - “If asking for more business or a referral into another part of the business would upset the relationship, is the relationship as good as we think it is?”
The aim of this course is to shatter the illusion that there is no more business to be had form our existing accounts and help unlock new potential that we never knew existed
Who should attend
Anyone responsible for managing existing accounts and for increasing the level of sales form them.
Any sales person who has sales targets to hit and who sees existing accounts as the easy alternative to prospecting for new accounts.
Course Content
The opportunity V relationship model
Networking and creating new contacts
Generating referrals into new contacts
Opening the referral meeting / booking referred appointments
Moving from prospect to advocate
Establishing current and future needs
Using reviews to sell more
The purpose of account review
Creating sales focused reviews
Delegates will learn to
Identify which accounts have the easiest potential
Identify where the potential is in existing accounts
Gain referrals from their main contacts to new contacts
Become more effective in booking meeting with referred contacts
