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Sälj – Prospektering

CHART Learning Solutions
Kort om utbildningen
1 dag
4 995 SEK exkl. moms
Nästa tillfälle: Utbildningen startar första tisdagen varje månad - Distans
Sista ansökan: 1 week before
Onlineutbildning
Snittbetyg: 5 (1 Recensioner)
   
Distans
Engelska

Kursbeskrivning

Sales course - the Fundamentals of Prospecting

  1. 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.  

  2. 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.

  3. "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.

  4. 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.

  5. 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

Målgrupp

Designed for sales representatives, IT professionals, and support staff.

Investering

Price: 4995 SEK excl. VAT

Intresseanmälan

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Recensioner

Amy Carson
(5)
We added services to develop our Sales methodology. This together with this Sales training makes us really successful. We are a company in the internet industry.

CHART Learning Solutions

CHART Learning Solutions

Vi erbjuder marknadens främsta eLearning utbildningar med certifiering inom Ledarskap, Försäljning, Kundservice och Team-building! Vi erbjuder individuell eller gruppcoaching på våra program.

Alla utbildningar skapar direkta resultat för dig och ditt företag då metodiken är anpassad enligt allra senaste rön så kallad ”break-through learning” som är inbyggt i vår utbildningsplattform. Till företag så erbjuder vi anpassade utbildningar efter ert behov och antalet medarbetare....


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Kontaktuppgifter

CHART Learning Solutions

Helsingborg

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Recensioner
Sälj – Prospektering
Kursrecensioner
(5,0)
Baseras på 1 recensioner
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Arrangörsrecensioner
(4,9)
Baseras på 100 recensioner
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