You get a sales lead from your website, sales emails or word of mouth. But how can you persuade this potential new customer to buy from you and not the competition?
In this virtual session, you will discover everything you need to know about converting sales inquiries into clients for your business.
Beginning with how to qualify the prospective customer so that you spend time on the most promising leads, you then find out how to uncover the prospective customer’s unique circumstances so you can demonstrate how your service can meet their needs. You will also learn how to document your credentials and adapt them to fit each opportunity. There’s guidance on how to write persuasive follow-up emails that build interest and trust. And you’ll learn how to identify different personality types so you can build chemistry and adapt bid documents to different client profiles.
Comprehensive and hands-on, this masterclass will sharpen your interpersonal skills for sales calls and face to face meetings. There are techniques for openings, inviting and handling objections, and closing.
Acquiring new clients is time consuming and - without any skills training - frustrating. Blending process and techniques with practical activities, this course helps you improve your all-important sales conversion rates so you can grow your business more efficiently, effectively and enjoyably.
Course Content
- How to qualify a prospective customer
- Consultative selling techniques
- Positioning your service so it meets the prospect’s needs
- Securing agreement of needs and solutions
- Probing for objections
- Personality profiling and how to create chemistry
- Sales meeting opening remarks and agenda setting
- Closing techniques
- Credentials documents
- Proposal documents and presentations
- Follow-up emails and cover notes
- Q&A
This course is for ...
- Freelancers, entrepreneurs and business owners who are brilliant at what they do but have never been trained in sales
- Anyone who wants to sell with confidence and understand how to turn leads into long-lasting customers
Tutor Profile
Barnaby Benson was head of new business at an Omnicom Group advertising agency and then a video production company before setting up a copywriting agency. Attracting major name clients including Next, Superunion, Legal & General and O2 his sales skills helped build it into a big player in a highly competitive, crowded market. You can find out more at www.barnabybenson.com.
Course Details
- Date: Thursday 11 November 2021
- Time: 6.30pm-9pm (GMT)
6:30pm GMT | 7:30pm CET | 10:30am PST | 1:30pm EST
This masterclass is available globally. If you are joining us from outside the United Kingdom, please use this time zone converter to check your local live streaming time.
You will be sent a link to the webinar two hrs before the start time. Please email masterclasses@theguardian.com if you have not received the access link within one hour of the scheduled start time.
All Guardian Masterclasses are fully accessible but please contact us at masterclasses@theguardian.com if you have any queries or concerns.
Full course and returns information on the Masterclasses website
