Database Selling (Frequency Selling)

It is better to contact 50 of the right people 20 times with the right tools and methods than 1000 potential clients once. Module 2 instils the importance of frequency selling and the use of primary, secondary and tertiary tools to move a prospect through a natural sales cycle that strategically develops “buyers” and long-term relationships. This module goes hand in hand with Targeting the Right Client and Managing Complex Business Relationships (Relationship Development System). Where 81% of the competitors’ top clients are identified as a conversion opportunity, this module ensures sales staff will be able to convert them into a sale. This module provides the foundation for a successful CRM or Sales Force Automation “Best of Business Practices” process. These winning processes can be layered into existing selling systems that compliment these principles.