Database Selling (Frequency Selling)
Database Selling (Frequency Selling) (Module 2)
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.