Sales course - the Fundamentals of Prospecting
- The Psychology of Prospecting
Understand the “It Depends” mindset for effective prospecting, know the definition of prospecting, distinguish the difference between suspects and prospects, apply a high-performance P.O.W.E.R. prospecting attitude for creating unlimited leads, overcome call reluctance, eliminate sales fears, understand the difference between features and benefits, convert features into benefit-driven language, implement four principles of prospecting psychology, understand the importance of the W.I.I.F.M. mind-set, and test the application of W.I.I.FM. to engage prospect interest in your offerings.
- Strategic Prospecting Campaigns
Know the definition of strategic prospecting, understand the four assumptions in strategic prospecting campaigns, apply four campaign development rules, ask seven critical questions before purchasing a lead list, apply four fundamental rules for mass marketing list improvement, understand the importance of normative shared values to find qualified leads, create an ideal customer profile, write an ideal customer opening statement, understand the components of the sales funnel for segmenting sales activities, apply 10 strategic prospecting steps, and implement eight guidelines for finding prospects.
- "Cold Call" Telephone Prospecting and Voice Mail Return
Convert “cold calls” into “warm calls,” implement 12 strategies for making warm “cold calls” fun, know how to effectively out-source telephone canvassing, know opening statements to avoid, compose a personalized Opening Benefit Offer to develop interest, apply five guidelines for getting your voice mails returned, and implement three ways to get past gatekeepers.
- Warm Call Referral Prospecting
Understand how “warm calls” open closed prospecting doors, know the definition of referrals, apply three referral truths, define your lead value proposition (VP) using one of five universal VP’s, work the “Law of 250,” and implement nine additional strategies for selling more in less time using referral prospecting.
- Reaction Modes and Dealing with Indifference
Know how to anticipate and plan for objections, apply a real-world scenario to an opening conversation, answer three prospect perception questions, understand the four reaction modes to your Opening Benefit Offer, implement strategies for working with the four reaction modes, apply six strategies for dealing with resistance or indifference, and understand key prospecting terminology
Designed for sales representatives, IT professionals, and support staff.
Price: 4995 SEK excl. VAT
CHART Learning Solutions
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