Training Duration: 3 Days / 18 Hrs
Introduction to the Training:
Prospecting is the act of seeking out potential clients for sales purposes. This workshop will discuss the elements of prospecting, techniques that can be implemented and key factors that can turn a lead into a prospect, and in turn, generate more sales for a company.
Training Outlines:
- The Proactive Selling
- Target your Market
- The Prospect Board
- Setting Goals
- The Importance of Prospecting
- Networking
- Public Speaking
- Trade Shows
- Regaining Lost Accounts
- Warming Up Cold Calls
- The 80/20 Rule
- The 3 Rs of Successful Prospecting
- Feature , Advantage, Benefit
- Adaptive Selling based on Buyer’s Style
Training Objectives:
- Understand the Importance of Expanding a Client Base through Effective Prospecting
- Know how to Use a Prospect Board
- Identify Target Markets and Target Companies with the 80/20 Rule in Mind
- Develop and Practice Networking Skills at every Opportunity
- Develop, Refine, and Execute the Art of Making Sales Calls
- Understand the Importance of Product Knowledge, Recognizing and Establishing Customer Need, and Product or Service Value
- Apply the Features, Advantage and Benefit (FAB) Technique across a Range of Sales Situations
