Richard Mulvey is presenting a seminar titled "Power Series" in February 2017 focused on getting new customers. The document provides tips on sales strategy, including having different strategies for different product ranges and target markets, setting one-year goals for each product in each market, knowing your competitors, focusing on 12 target companies, and qualifying prospects before making contact. It also recommends uncovering information about decision-makers, influencers, current suppliers, business value, challenges, and opportunities to add value before meetings. The seminar will be held on February 15 in Cape Town, February 16 in Durban, and February 17 in Johannesburg with registration available online.

1. Richard Mulvey
presents
Power Series
February 2017 -
Getting New
Customers
Book now http://powerseries.co.za/february-2017/

2. Getting New Customers
Sales Strategy - You
should have a different
Strategy for each range
of products.
Book now http://powerseries.co.za/february-2017/

3. Getting New Customers
Sales Strategy - You
should have a different
strategy for each of
your target markets.
Book now http://powerseries.co.za/february-2017/

4. Getting New Customers
Sales Strategy - Do
you have a one year
goal for each of your
products in each target
market?
Book now http://powerseries.co.za/february-2017/

5. Getting New Customers
Sales Strategy - Sales
are target driven. There
is no point in having a
target that says “as
much as possible."
Book now http://powerseries.co.za/february-2017/

6. Getting New Customers
Sales Strategy - List
your competitors, what
have they got that you
haven’t, what are their
USPs?
Book now http://powerseries.co.za/february-2017/

7. Getting New Customers
Sales Strategy - You
cannot be all things to
all people. List 12
companies you want to
do business with and
focus on them.
Book now http://powerseries.co.za/february-2017/

8. Getting New Customers
Do you know your
prospects? Who are
the decision makers?
Who are the
influencers?
Book now http://powerseries.co.za/february-2017/

9. Getting New Customers
Do you know your
prospects? Who is their
current supplier? Why
do they use them?
Book now http://powerseries.co.za/february-2017/

10. Getting New Customers
Do you know your
prospects? What is
their business worth
now? In the future?
Book now http://powerseries.co.za/february-2017/

11. Getting New Customers
Do you know your
prospects? When is the
decision made, Tender
due?
Book now http://powerseries.co.za/february-2017/

12. Getting New Customers
Do you know your
prospects? What
experience have they
had of your company in
the past?
Book now http://powerseries.co.za/february-2017/

13. Getting New Customers
Do you know your
prospects? What is
their current project?
Book now http://powerseries.co.za/february-2017/

14. Getting New Customers
Do you know your
prospects? What are
their major challenges?
What keeps the
directors awake at
night?
Book now http://powerseries.co.za/february-2017/

15. Getting New Customers
Do you know your
prospects? How can
we add value to their
team?
Book now http://powerseries.co.za/february-2017/

16. Getting New Customers
Do you know your
prospects? What
additional benefits can
we offer?
Book now http://powerseries.co.za/february-2017/

17. Getting New Customers
Sales Strategy - Before
you start a sales
strategy, make sure
you qualify the
prospect.
Book now http://powerseries.co.za/february-2017/

18. Getting New Customers
Sales Strategy -
Uncover as much
information as you
need before you make
contact with the
prospect.
Book now http://powerseries.co.za/february-2017/

19. Getting New Customers
Sales Strategy - Your
first meeting is not a
fishing expedition. you
should already know
more than the
prospect.
Book now http://powerseries.co.za/february-2017/

20. Getting New Customers
Sales Strategy - Once
you make contact you
will start to gain
credibility, or not!
Book now http://powerseries.co.za/february-2017/

21. Getting New Customers
Sales Strategy - Is the
buying window open?
Book now http://powerseries.co.za/february-2017/

22. Getting New Customers
Sell more value - The
decision maker is not
looking for the
cheapest. He is looking
for the best solution to
his problem.
Book now http://powerseries.co.za/february-2017/

23. Getting New Customers
Always offer three
alternatives in your
written proposal. The
Ultimate version - The
Preferred version - Just
the basics.
Book now http://powerseries.co.za/february-2017/

24. Getting New Customers
Present all important
proposals face to face.
(This includes Skype or
a video conference
call.
Book now http://powerseries.co.za/february-2017/

25. Getting New Customers
Never miss the
opportunity to ask for
referrals at the end of a
call.
Book now http://powerseries.co.za/february-2017/

26. Getting New CustomersDATES
Cape Town – 15 February
Durban – 16 February
Johannesburg – 17 February
R695 +VAT pp or R3,500 + VAT for a table of 6
Book now http://powerseries.co.za/february-2017/

27. Getting New Customers
To Register please go to
http://powerseries.co.za/february-2017/
R695 +VAT pp or R3,500 + VAT for a table of 6
•Cape Town – 15 February
•Durban – 16 February
•Johannesburg – 17 February