Winning New Clients in the SME world
This training is for salespeople and leaders of small and medium-sized enterprises who want to grow their customer base in a planned way.
What is the program about?
A one- or two-day group training, in person or online; also available with Thod support.
What you take away: an overview of the entire sales process and its toolkit, with an understanding of the benefits of planning models; deliberate use of communication tools and practice in handling objections and rejection; your own authentic style for writing outreach scripts.
Who is the program for?
For salespeople and leaders of small and medium-sized enterprises who want to grow their customer base in a planned way. It is especially timely when more deliberate client acquisition planning is needed in the SME market.
When is it worth starting?
- When database building, segmentation and client profiling need improvement
- When your salespeople need more effective outreach and calling techniques.
How we work
The training takes SME client acquisition step by step: planning models, database building, segmentation and client profiling, outreach scripts, handling objections and rejection. You plan so that you can replan later when the environment changes.
Nobody plans to fail, yet many fail because they don't plan. What makes some companies lose a significant share of their clients while others systematically expand their partnerships? Planning, speed and the courage to try new approaches.
We work out practical steps from defining the target market through first contact to negotiation.
Program topics
- the essence and purpose of planning, and the risks of not planning
- planning models and methodology
- database building, segmentation, client profiling
- campaign mindset and campaign planning
- outreach and calling techniques, scripts that sound human
- objection handling, dealing with rejection
- data management, social selling.
Delivery
We tailor the weighting of the topics to the client organization's situation. On request, we support the program with the Thod learning support system, which keeps participants applying what they have learned between training days.
It is also worth starting if:
- objections and rejection need to be handled with more confidence
- mastering social selling and a campaign mindset is also a goal.
