Prospecting: Finding New Business in the 21 st Century
In today’s competitive marketplace, successful salespeople must maintain a constant focus on and commitment to the generation of new business. The practice of seeking new business by making “cold calls” is no longer effective. This Program focuses on specific tools and techniques for turning those cold calls into warm calls through professional communication skills. Participants learn that the ultimate goal of prospecting is simply to foster interest from individuals and organizations that could ultimately become customers.
Program Objectives:
To understand the importance of attitude in prospecting
To apply the technique of base-building
To enhance the ability to make a positive first impression
To learn to engage the customer and gain commitment to continue the sales process
To gain the ability to overcome common prospecting roadblocks
Topics Covered:
The essential tool – Attitude
Developing a tailored plan of action for each call
Understanding the R.O.T.I. (Return on Time Investment) of prospecting
Identifying resources and tools for finding new business
Handling gatekeepers
Qualifying customers for potential, power and price
Asking effective questions and clarifying needs
Articulating features and benefits
Confirming to the next level of commitment
Program Format
Pre-Program process includes participant research and selection of potential prospecting resources
Two-day Program is highly interactive and features on-line research and “live” telephone prospecting session
"This course made me realize that prospecting today requires planning and that by doing the planning customers view us as the sophisticated sales professionals we are, not as telemarketers."
