Summary
The key to successful selling is successful prospecting, and a sales professional’s skills at prospecting will determine their sales performance.
Prospecting for New Business covers proven prospecting strategies, techniques and skills that increase the number of qualified prospects in your sales pipeline, improve call-to-appointment ratios and keep your sales team motivated. This program is designed for both inside and outside sales professionals responsible for contacting sales prospects and converting them into qualified leads and booking appointments.
In this workshop, sales professionals will learn critical prospecting skills, including:
Importance of Prospecting
- Understanding the role of prospecting for the successful sales professional
- Overcoming call reluctance
- Implementing an effective prospecting strategy
Prospecting Methods
- Leveraging Web 2.0 tools (e.g., LinkedIn, Jigsaw, etc.)
- Phone based prospecting
- Effective use of Email prospecting
- Role of “snail mail” in a Web 2.0 world
High Impact Prospecting
- How to set prospecting performance goals that tie to sales goals
- Understanding the two key objectives of prospecting
- Using seven-step prospecting process to maximize prospecting time
- Working through gatekeepers
- Leaving voice mails that get call backs
- Developing a targeted Impact Benefit statement
- How to qualify prospects
- Maximizing the power of referral based prospecting
Action Planning
- Time management
- Maintaining motivation
- Developing a prospecting action plan
Length: Two hours