This type of sale does not happen quickly and is of greater importance to the customer. As sellers, we need to be able to track the customer through their decision making process and react appropriately.

It is possible there may be several customer personnel involved all with their own motivations and drivers - we must identify these and respond effectively.

Classic closing techniques will not work here! Instead we must fully understand the needs and add further value for the customer. Do it well and the customer will close the sale for you!

Prospecting in this arena is very different to classic teleselling. The seller must have clear qualification parameters and understand just what makes a prospect attractive.

In short, many face-to-face selling skills have to be applied at this level, which is quite difficult, as we cannot see the customer reactions. It's all in the voice and how well we behave.

Who should attend?

This programme has been designed for individuals who are tasked with finding new accounts and maintaining the ongoing relationship by telephone. Working with both new and existing accounts the role is often characterised by the need to build strong customer relationships within a strategic framework and whilst continuing to develop the account.