Prospecting Essentials for Sales Professionals

Top producers understand the need to effectively prospect in order to keep the sales funnel full and increase market penetration. Particularly in economically challenging times or when growth is essential, those who are comfortable using the telephone and email as marketing tools will succeed.

In Prospecting Essentials for Sales Professionals participants will learn proven and critical prospecting skills that they will immediately be able to apply.  They will also have the opportunity to apply these techniques during the afternoon lab time. This immediate practice approach will reinforce the new skills, leading to higher hit rates and better quality appointments for participants.

Agree to next steps and then get off the phone!

The philosophy supporting this course is that prospecting should be a tool for establishing rapport and securing a future action, not a vehicle for “closing” a sale.  Sales of even minimum complexity have different stages that need to be experienced before a customer is willing to commit with an acceptable degree of comfort.  All learning points are consistent with this philosophy.

During this program participants will learn how to:

  • Prepare for the key, unique challenges of prospecting
  • Avoid specific words that elicit negative emotional reactions when used over the phone
  • Use specific words that create a more positive and inviting atmosphere
  • Construct prospecting emails that separate the need-to-know from the nice-to-know
  • Interact and align themselves with screeners and gatekeepers
  • Gain permission to ask questions and initiate dialogues
  • Ask questions that will generate interest in pursuing next steps together
  • Gain commitments while maintaining a collaborative tone
  • React professionally when faced with objections and rejections

Summary
In summary, this workshop will provide participants with the skills necessary to increase their comfort level with prospecting while greatly enhancing their hit rate for securing appointments.  The lab time during the afternoon will reinforce key learning points and result in immediate and tangible success.