Nurturing Your Customer Base

Program Length: 8  hours

Maximum # of Participants: Up to 8 participants

Targetted to:  Experienced professional salespeople with an established customer base

Once a professional salesperson has developed a strong client base, the most effective way to grow business is through that existing foundation. SalesBuilder Nurturing Your Customer Base introduces salespeople to the fundamentals of building business from within.

This program introduces Customer Identification Architecture (CIA), a system for mapping customer contact infrastructures, identifying medium and long-term opportunities, and establishing a strategic plan.

SalesBuilder programs are all customized to your precise environment, and delivered with Belding's trademark Entertrainment delivery style.

Here are some of the things this program includes:

• Identifying Sales Cycles

• Introduction of Customer Identification Architecture (CIA)

• Identifying the four levels of decision makers and influence

• Determining individual interest and impact

• Developing a sales cycle map

• Establishing and maintaining credibility

• Identifying and responding to decision-maker needs

• Identifying and influencing decision-maker types

• Identifying and managing internal customer dynamics, and conflicting viewpoints

• Maintaining Momentum

• Identifying key contact periods in an extended sales cycle

• Identifying ongoing contact strategies in an extended sales cycle

• Facilitating and accelerating group commitment.