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Sales Development Services
- Proposal Development – START can fully develop a clean, precise proposal format for you to use when bidding for new clients. A format cuts down your proposal development time dramatically, improves your impression to potential clients, and helps you to better explain your the value you are offering.
- Sales Recruiting – Involves sourcing and interviewing sales people appropriate to your business needs. START will work with you to prepare a job description and job advertisement, select appropriate places to advertise, develop interview questions, screen resumes, hold initial interviews, and second interviews.
- Sales Training – START offers sales training to new or experienced sales people, tailored to your specific business and target markets. We believe in teaching the sales person to do their homework on the client before making an approach, and plan appropriate questions to advance the sale from cold call to follow-up after the sale.Sales training areas covered:
- Target markets – Determine ideal client targets, the person within the target organization who needs to be reached, and what that person will care about most.
- Lead Generation – How and where to research new leads, and prepare for “cold calls”
- Telephone introduction – How to effectively introduce your company, and practice this individually (role-playing) and with real potential customers.
- Sales Process – We will define a process for taking the sale from prospect to client. i.e. when to use letters, phone calls, brochures, proposals, meetings etc., for your business.
- Personal Image – The salesperson will learn how to present him/herself (physically - image, dress) and describe the employers’ services/products to others effectively.
- Handling objections – We will discuss the specific objections normally faced in your business, and how to overcome these.
- Client record-keeping – The salesperson will learn how to track all interactions with clients conveniently and easily to avoid “dropping the ball.”
- Client meetings – We will teach the sales person how to prepare for and conduct effective client meetings; we will draft a question list / agenda to bring to client meetings.
- Proposals – The salesperson will learn what they are used for, what to include, and how to present them.
- Expectations & goal setting – he salespeople and their managers will learn what kind of beginning sales patterns should be expected, how many calls and appointments they should be making, and how to monitor their progress. Tailored sales reports can also be provided.
- Direct Marketing – START Marketing can help you set up and program databases, buy target customer lists, and implement campaigns.
- Introductory Letter Creation – START can write effective and personal introductory letters or letter formats for your potential clients.
- Trade Show Exhibition – We can help you plan, design and produce a complete trade show booth, including creative ideas for generating leads, and following-up.
- Compensation Package Design – START Marketing can provide and customize compensation schemes for salespeople to ensure they generate business continually, instead of relying on a few large clients. Such plans are carefully formulated to account for the goals of management, and provide ongoing motivation to the sales team.
- Sales Management – START can provide sales report formats and coach the sales team to set and meet ongoing targets.
- Business Etiquette and Dress for Success Seminar – START offers a fun, interactive seminar on business etiquette (such as business lunch etiquette, handling irate customers, and good office manners, etc.), and modern business attire for formal or casual business settings. The content can also be tailored toward areas in which you or your sales team need more assistance.
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