Effective Sales Prospecting – in company training

Prospecting is the first step in your sales process and consists of identifying potential customers, i.e. prospects. The purpose of prospecting is to develop a database of potential customers and then systematically communicate with them with the intention to convert them from a prospect to an actual customer.

Prospecting is important because if customers don’t know who you are and what you offer, it doesn’t matter what your price range is, how great your service is or how great your product is.

Businesses don’t fail because they run out of money. They fail because they can’t consistently produce the right number of prospects quick enough that allows them to fund their initiatives.

So if you want to be successful in sales prospecting and start hitting your goals make sure you enroll for our training course!

Effective Sales Prospecting – in company training

Prospecting is important because if customers don’t know who you are and what you offer, it doesn’t matter what your price range is, how great your service is or how great your product is.

Businesses don’t fail because they run out of money. They fail because they can’t consistently produce the right number of prospects quick enough that allows them to fund their initiatives.

So if you want to be successful in sales prospecting and start hitting your goals make sure you enroll for our training course!

Aims & benefits

By the end of the course delegates will be able to:

Understand the cornerstones of effective sales prospecting.
Distinguish between cold calling and smart calling.
Use email and networking events to connect with potential customers.
Command immediate attention from prospects at the start of a phone conversation.
Effectively engage secretaries, assistants, receptionists and decision makers in conversations.
Respond appropriately to prospects’ objections.
Work on their mental toughness.
Ask the right questions and listen actively.
Control the flow of sales conversations.
Present their case in a convincing manner.
Finalize arrangements and agree on next steps.

Agenda

Online

Training program: Effective Sales Prospecting

3 cornerstones of successful sales prospecting

Knowledge

Market (market size, market trends, market players).
Prospect’s organization.
Sales techniques.

Skills

Sales and communication skills (starting conversations, engaging in conversations, overcoming objections, asking questions, listening, paraphrasing, arguing, influencing, finalizing).

Mindset

Resilience.
Self-confidence.
Ability to cope with rejections.

Speaking with secretaries and PAs

Why is a secretary or PA important to you?
How do you build rapport with them?
What should you be aiming for when starting the conversation with them?
How do you get through to the decision maker?
Exercise: Opening the call with a secretary or PA.
Exercise: Answering screening questions from the secretary or PA.

Speaking with decision makers

What should you be aiming for when starting the conversation with a decision maker?
3 ways to open the conversation with the decision maker:

Factual.
Question.
Referral.

Using your voice in a phone conversation.
Exercises: Opening the conversation with a decision maker.

Active listening

What is active listening and why it’s important?
4 levels of listening.
Active listening pitfalls.
Key active listening techniques.
Exercise: Demonstrating active listening skills.

Questioning skills

Exercise: Can you ask questions?
5Ws and H open-ended questions.
Advantages of open-ended questions.
Closed questions and when to use them.
Barriers to effective questioning.
Variations of open and closed questions: Funnel, TED and Leading Technique.
Exercise: Using questions in a prospect conversation.

Dealing with objections

The AIR technique (Acknowledge – show Interest – Respond).
Adapting your arguments to objection types.
Typical mistakes to avoid.
Exercise: Handling objections with the AIR Model.

Summarizing the call and agreeing on next steps

Effective prospecting emails

How to structure your prospecting emails.
Typical email mistakes to avoid.
Exercise: writing a prospecting email.

Approaching prospects at networking events

How to start a conversation with a potential customer at a conference, fair or exhibition.

Developing the right mindset

How to build resilience, self-confidence and cope with rejections.

Summary of the training and individual action plans: START-STOP-CONTINUE

On-site

Training program: Effective Sales Prospecting

3 cornerstones of successful sales prospecting

Knowledge

Market (market size, market trends, market players).
Prospect’s organization.
Sales techniques.

Skills

Sales and communication skills (starting conversations, engaging in conversations, overcoming objections, asking questions, listening, paraphrasing, arguing, influencing, finalizing).