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Provided by: Entelechy, Inc.

Searching for Opportunities

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  home  : Business and Management Skills  : Sales  : Prospecting & Qualifying

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Training Provided by Entelechy, Inc.

Searching for Opportunities

Overview
Every sales person knows that asking questions is important. But how do you ask questions that get customers to move forward? And move forward with you?

And among the hundreds of opportunities that you COULD pursue, how do you decide which ones offer the greatest chance of success and return on your investment of time, resources, and energy?


Training Avaliability and Delivery

This is primarily ilt training
train the trainerThis may be appropriate for train the trainer situations
coursewareCourseware may be available for purchase
instructor led trainingThis class may be available at a classroom in Merrimack, NH,
Contact Entelechy, Inc. for more information
Course Level:intermediate
Schedule:4 hours
Training Presented in:English

Related Keywords:  sales skills   prospecting 

Training Program Details


Searching for Opportunities

Performance Outcomes
As a result of participating in Searching for Opportunities, you should be able to:

  • Define the opportunity in terms of budget, timing, decision-making process, competition, and high value needs.

  • Use impact questioning techniques to turn low value needs into high value needs.

  • Listen responsively, empathically, and strategically.

  • Qualify the opportunity.

  • Prioritize sales opportunities.

Activities and Materials
Activities include This Old Network, The Questioning Process, Listening Inventory, case study role play, opportunity analysis, and preparing to apply skills to your Personal Breakthrough Opportunity.

Materials include a PowerPoint (or Word) facilitator guide, PowerPoint slide presentation, PowerPoint (or Word) participant guide, and PowerPoint job aids.


About Entelechy, Inc. - Training Provider

Entelechy, Inc. - Check us out at www.unlockit.com. Entelechy, "unlocking potential". Entelechy was formed for the express purpose of IMPACTING YOUR BUSINESS. We believe that the ONLY reason for training is to improve business. While many companies may say the same thing, only Entelechy guarantees it! We specialize in customizing training to address YOUR business problems and YOUR unique challenges. We embed...

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