PROSPECTING

Launch & Learn, 2 hours, half-day

OVERVIEW

Buyer attention spans are short, decision makers are hard to reach, there’s 100 times more noise and clutter than just a few years ago, and it takes more than networking, referrals, and repeat business to maintain a healthy pipeline of qualified leads.

Our Prospecting program trains participants to influence the gatekeeper, disqualify the non-buyer with the right questions, and apply tactical problem solving on phone calls, face-to-face interactions, over email, and on LinkedIn. The program also teaches resiliency skills to overcome what holds people back from making the calls, and how to deal with rejection and disappointment when leads fall through.

• Fear of rejection
• Inability to motivate oneself to make sales calls
• Exhausted sales network
• Unhealthy one-time buyer to returning customer ratio
• Sales call templates that just don’t work

• Networking
• Critical thinking and problem solving
• Confident communication and phone skills
• Discerning underlying assumptions, reservations, and motivators
• Active listening
• Overcoming fears and bad habits

• Overcome roadblocks and convert leads
• Qualify the buyer
• Improve customer interactions with active listening, inquiry-based discovery,
• Increase cross-selling opportunities
• Be assertive with outbound prospecting
• Identify new networks and sales pools

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DELIVERY OPTIONS

Webinar

On-site

eLearning

WHO SHOULD ATTEND

Social Influencers

Changemakers

High-potentials

Those who struggle to be assertive

Learning and Development Personnel

No formal sales training

Outdated sales training

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