Selling in the new Millenium
Happy New Year and welcome to 2005. What is your goal for this year’s business? If you’re in sales I promise you that executive management is looking for “New Business” which means calling on new accounts. Selling today is one of the most challenging professions. It’s not like the 80’s where 1 out of 2 clients was new. It’s different today. Wherever we go looking for new opportunities one thing is for sure, the client is already engaged with one of your competitors or they’re taking care of business themself.
So the question becomes, how do we win business away from the competition? How do we build a relationship with a client that already has one in place with your competitor. Not and easy task in an economy that is demanding huge results in a short timeframe. One of the keys to winning new business from new clients is focused planning. Good planning up front can reap great rewards.
We are now offering a workshop titled “Ousting the Competition” to help our clients focus on capturing the new business needed to bring their company to the next level. This workshop will focus on the strategies needed to win business when incumbents are working with our targeted accounts. Also critical to success is positioning your company’s strengths and leveraging them through a strong “Value Proposition” to the client. We look forward to walking your sales team through this process to achieve and exceed this year’s goals!