google-site-verification: googlec4104fc5146b2302.html Lead Generation Skills Public Sales Workshop

LEAD GENERATION SKILLS PUBLIC SALES WORKSHOP

About this course

 

This one day public sales workshop will provide delegates with the skills and ability to generate sales leads and opportunities to keep their sales pipeline full. 

We begin the course by exploring where we can find potential sales opportunities, starting with the internet, trade and news publications, business directories and finally looking at a more recent addition to the toolkit of the sales professional social media. The social media section of this course will show your team how to use LinkedIn, twitter and even Facebook from a business perspective and demonstrate how to use these applications effectively without wasting time on the wrong aspects of social media. The next section of the course focuses upon how to approach the companies and individuals we have identified to generate sales opportunities and sales leads by looking at the various ways we can make contact from telephone sales calls, emails and direct mail.

The final part of the session focuses upon developing sales opportunities from leads and potential leads, we take an in depth look at making sales calls and follow up calls, how to open a call, how to ask the right questions and how to secure a meaningful outcome from a sales call.

This course will benefit your team if 

They have to generate their own sales leads and opportunities

You have team members solely responsible for generating sales leads for your company or your sales team

You would like to train your team to be able to generate more sales opportunities and sales leads themselves

Existing marketing and advertising campaigns are not generating enough leads and your team needs to top these up

Course objectives

This course will address three of the biggest challenges people face when generating leads and prospecting

Core Objective 1 - This course will show your team how they can generate their own leads 

Core Objective 2 - This course will provide effective techniques and skills to make their prospecting activity more successful

Core Objective 3 - How to identify potential leads and sales opportunities through focused intelligent research

This course will take delegates through the following elements within the process

 

  • How to identify potential sales opportunities

  • The best practices for effective lead generation and prospecting

  • How to identify the person you should be contacting

  • How to open a call when prospecting

  • How to research the prospect before calling and when is the best time to carry out your research

  • How to create engaging introduction and follow up emails for prospects

  • How to develop a prospect call into a conversation

  • How to ask intelligent questions when making prospecting calls  

  • How to speak to the right person more often

  • Gatekeepers and receptionists - how to work with them, how to engage with them and how to address the objections they raise

  • How to deliver a value focused sales pitch and when to deliver it

  • How to use intelligent objection handling techniques to address and overcome client objections and concerns

  • Understand the importance of honesty and trust within the process

  • How to make effective follow up calls to gain commitment

  • How to achieve a positive outcome for the majority of your sales calls and visits  

Course outcomes - Upon completing this course you will be able to

  • Identify potential sales opportunities and leads and know how to approach these companies

  • Understand what the best practices are for effective lead generation and prospecting

  • Identify the person you should be speaking to and speak to the right person more often

  • Open a call when prospecting and understand how to develop a prospect call into a conversation

  • Research the prospect before calling and understand the best time to carry out your research

  • Ask intelligent questions when making prospecting calls 

  • Work with gatekeepers and know, how to engage with them and how to address the objections they raise

  • Deliver a value focused sales pitch and when to deliver it

  • Use intelligent objection handling techniques to address and overcome client objections and concerns

  • Understand the importance of honesty and trust within the process

  • Make effective follow up calls to gain commitment

  • Achieve a positive outcome for the majority of your sales calls and visits  

 
 
Get In Touch with Think Selling
arrow&v
Make an enquiry below or call 020 8798 0979
arrow&v