Prospecting Strategies and Skills
Marketing
This seminar develops participant's ability to dramatically increase their ability to gain face-to-face meetings with customers, prospects and referral sources. Marketing letters, telephone prospecting skills, voice mail, email, gatekeepers, and follow-up strategies are addressed through skill practice exercises and feedback.
|
|
||||||||||||
Training
Provided by The Bluestar Group LLC
- E asked: Do you offer this course in the Philadelphia area and if so when?
- S asked: when and where the seminar will be held
- R asked: I would like to know when and how much the course is.
Prospecting Strategies and Skills
This seminar is designed to optimize go-to-market strategies by ensuring sales people effectively deploy all their resources to acquire new relationships and/or expand existing relationships.
Participants will practice skills for planning and leading effective and productive telephone and one-on-one sales calls with prospects and referral sources. Real-life prospects and referral source situations are used for developing strategies and skill practice. Participants will receive intensive feedback and coaching and leave the course with increased confidence and commitment to increase the frequency of proactive sales calls, lead productive sales calls, and close more business.
Core topics include:
- Excuses used to avoid new business development
- Prospecting case studies
- Five key strategies for developing centers of influence
- When and how to ask for a referral
- Prospecting call elements
- Powerful prospecting call skills
- Prospecting planner
- Types of value statements and examples
- Objection drill exercises
- Suggested responses to telephone objections
- Gatekeeper exercises, strategies and responses
- Leaving voice mail messages
- The first three calls on center of influences and prospects
- Top five strategies for achieving a prospecting discipline
Who should attend?
- Small Business, Middle Market, Corporate Relationship Managers
- Sales Professionals and Executives
- Sales Managers
- Marketing/Product Managers
- Call Center Sales Representatives
Participants will practice skills for planning and leading effective and productive telephone and one-on-one sales calls with prospects and referral sources. Real-life prospects and referral source situations are used for developing strategies and skill practice. Participants will receive intensive feedback and coaching and leave the course with increased confidence and commitment to increase the frequency of proactive sales calls, lead productive sales calls, and close more business.
Core topics include:
- Excuses used to avoid new business development
- Prospecting case studies
- Five key strategies for developing centers of influence
- When and how to ask for a referral
- Prospecting call elements
- Powerful prospecting call skills
- Prospecting planner
- Types of value statements and examples
- Objection drill exercises
- Suggested responses to telephone objections
- Gatekeeper exercises, strategies and responses
- Leaving voice mail messages
- The first three calls on center of influences and prospects
- Top five strategies for achieving a prospecting discipline
Who should attend?
- Small Business, Middle Market, Corporate Relationship Managers
- Sales Professionals and Executives
- Sales Managers
- Marketing/Product Managers
- Call Center Sales Representatives
About The Training Provider: The Bluestar Group LLC
The Bluestar Group LLC - With over 25 years experience helping corporations increase sales performance, the Bluestar Group LLC specializes in the design and deliver of customized sales, sales management, leadership development and executive coaching training programs for its clients. As a partner, we collaborate with you to ensure the training program reflects your strategic sales goals, business vision, strategies,...
