Building

Sales Excellence

New Client Acquisition Part II

Enrichmentors Building Businesses, People, Wealth & Health Successfully over 40 years
 Introduction
Management Coach and Mentor with 40 years of experience in Talent Development
Coached and Mentored for past 14 years @
Arun Singhal
✓ IIM Udaipur
✓ Vikram Cements
Post Graduate in Marketing & Finance from IIM ✓ Seva Mandir Udaipur
Bangalore in 1981 ✓ BSL Ltd

26 years of work experience in Unilever, Johnson & ✓ Mayur Suitings

Johnson and Dumex India (now Danone Nutrition) in ✓ Volkswagen India

✓ Kris Flexipacks Pvt Ltd
sales, marketing, operations and general management
✓ Bayer India
in senior positions in India and Asia Pacific
✓ Cello India
Been consulting, coaching and counselling individuals,
✓ Makarizo Indonesia
small and medium business since 2007
✓ Ayushakti Health Care Pvt Ltd
Working with IIM Udaipur for 2015-21 as faculty for IBP ✓ Hia Designs
in addition to driving entrepreneurship, emotional ✓ Mind Technologies
intelligence, Bloomberg Lab and career counseling ✓ Hindustan Instruments

Also a certified CEO coach ✓ Panache Computers

Enrichmentors Building Businesses, People, Wealth & Health Successfully over 40 years
 Purpose
The purpose of this module is to give you an in-depth
understanding of how to acquire new clients that can help you
build excellence in sales

At the end of this module you will learn the following parts of the
process

➢ Making Offers
➢ Sample and Trial
➢ Follow up
➢ Sales Closure

Enrichmentors Building Businesses, People, Wealth & Health Successfully over 40 years
 What did we learn in the last module
➢ We can best acquire the new clients by following the 9 steps of
the following process

• And we looked at how to correctly take the following steps of

this process
✓ Lead Generation
✓ Lead Qualification
✓ First Personal Contact
✓ Company Presentation
✓ Need Analysis
Enrichmentors Building Businesses, People, Wealth & Health Successfully over 40 years
 Let us now look at the last 4 steps

Enrichmentors Building Businesses, People, Wealth & Health Successfully over 40 years
 How will you going making offers?

Enrichmentors Building Businesses, People, Wealth & Health Successfully over 40 years
Enrichmentors
 How will you going making offers?

Enrichmentors Building Businesses, People, Wealth & Health Successfully over 40 years
Enrichmentors
 How will you going making offers?

Enrichmentors Building Businesses, People, Wealth & Health Successfully over 40 years
Enrichmentors
 How will you going making offers?

Enrichmentors Building Businesses, People, Wealth & Health Successfully over 40 years
Enrichmentors
 What did we learn in this module
➢ We can best acquire the new clients by following the 9 steps of
the following process

• We looked at how to correctly take the following steps of this

process
✓ Making Offers
✓ Follow ups
✓ Sample Approval & Trials
✓ Sales Closure

Enrichmentors Building Businesses, People, Wealth & Health Successfully over 40 years
 What is in it for you in next module?

Developing strong relationships with clients

Enrichmentors Building Businesses, People, Wealth & Health Successfully over 40 years
 Thank You
for watching the

New Client Acquisition Part II

How to get calls for an
Interview for desired role
of
Deep Dive
Building
Sales Excellence
Enrichmentors Building Businesses, People, Wealth & Health Successfully over 40 years