SALES PROSPECTING SKILLS
Generate new leads and sales opportunities through a more strategic prospecting approach
Sales prospecting has changed more than any other aspect of sales in the last decade, many sales teams are discovering that It is more difficult than ever to get through to decision makers and securing meetings.
Many sales teams tend to rely heavily on one approach to lead generation or only prospect when they have run out of sales leads.
The sales pipeline is the lifeblood of every sales person and if you don’t continuously fill your sales pipeline eventually it will run out, the problem is that if leads start to dry up, there is no contingency plan in place, this course will develop a positive and proactive mind-set within your team to ensure that they understand the importance and value of continuous prospecting.
By completely this course your sales team will learn how to effectively position value, secure new customer appointments, access senior decision makers, and generate opportunities and referrals from existing contacts.
This course will ensure that your sales teams benefits from a steady stream of qualified sales leads from multiple sources and will increase your effectiveness in gaining access to prospect opportunities and generating new sales opportunities.
Did you know?
Over 80% of buyers are willing to accept a meeting with a sellers that can demonstrate value and differentiate themselves from their competition
Over 70% of buyers have a desire to talk to suppliers early in the sales process.
Key Learning Objectives
Learn how to write a lead generation strategy
Define your ideal lead persona
Discover how to identify, target and convert new prospects
Develop, apply and follow a proven prospecting process
Implement a proven, multi-touch prospecting sequence
Develop a compelling value proposition to engage with decision makers
Deliver the value proposition over the phone, email, social media, and other methods to secure appointments
Learn how to succeed with Selling via Social Media
Overcome the challenges posed by gatekeepers through effective strategies and best practices
Work with gatekeepers to increase prospecting success
Leverage the power of LinkedIn to develop relationships
Establish credibility, trust, and rapport early in the sales process
Using multiple lead generation approaches
Implementing a referral system that works
Using cold calling as part of a lead generation strategy
Reach new opportunities by effectively asking for customer referrals
• Field sales people • Business to business sales people
• Sales people who need a refresher • New sales people
• Client relationship managers • Internal telesales people
• Account managers • Business development managers
• Commercial managers • Sales people who have had no formal training on the subject
Those who have experience selling and want to develop their ability to sell solutions and take a more strategic approach to account development and account growth.
Key Business Outcomes
Upon completing the sales prospecting training programme your sales team will experience the following business benefits:
Increase in the number of successful new contacts made and meetings scheduled
Building and expanding relationships by reaching senior decision makers
Generating more leads by better using referral sources
Bespoke In House Sales Course
Engage us to design and deliver a completely bespoke in house sales training program for your sales team, delivered over 1, 2 or 3 days and covering the aspects of Sales Prospecting that are relevant to your team.
Public Sales Workshop
Available as a public sales workshop in London, Birmingham and Manchester
Additional information on this course
Included Within Every Think Selling Sales Training Course
Pre training skills appraisal and questionnaire for each delegate
Pre training call with the trainer for all delegates
Supported by a 12 week post training coaching programme and 12 months email and telephone support.
Comprehensive interactive training manual, course notes and training material for each delegate
Individually designed created training and development action plan for all delegates
Individually created post training support pack provided after the training sessions
Real situation scenario orientated training sessions
Post training follow up material to all delegate
Practical sales toolkit including: objection handling guide, prospect list template, email templates and time management guides.
12 months unlimited post training access to your trainer via email and telephone
Post training support via email and telephone
Post Training Webinars
Post training follow up call with the trainer
Public Workshop - £299.00 + VAT
In House Bespoke Course - POA - Call 020 8798 0979
Forthcoming Prospecting Skills Public Sales Workshop
Call 020 8798 0979 for the latest dates and availability
Delegate Reviews For Prospecting Skills
Organisation and domestics - 98.5%
Course Content - 99.8%
Course Notes - 99.4%
Presentation - 99.7%
Knowledge of Training Staff - 99.8%
In Meeting your Objectives - 99.6%
Overall Enjoyment - 99.7%