Power Prospecting

Overview/Description
 How do you identify and make contact with the right potential customers? That question is at the heart of this course. You'll learn what "visibility" is, why it's essential, and how to accomplish it. Then you'll learn new ways to create a "web" of contacts that can lead to consultative business relationships, as well as how to initiate and plan the first call to begin the relationship-building process.

Target Audience
 Sales professionals at all levels, sales managers, sales team leaders, and executives who wish to target the sales function for higher performance

Expected Duration
2.5 hours

Lesson Objectives:

Visibility in the Marketplace

  • recognize the importance of visibility in gaining access to prospects.
  • identify the corporate visibility-building activities for sales consultants.
  • identify the tactics for enhancing your own visibility.
  • select methods of turning visibility-building activities into qualified leads.

    • Building Your Personal Network

  • recognize the value of different entry points to the purchasing decision.
  • identify the objectives for contact with receptive insiders.
  • identify the objectives for contact with dissatisfied insiders.
  • identify the objectives of contact with the decision-maker.

    • Initiating Contact

  • recognize the importance of building trust from the moment of initial contact.
  • identify the key expectations of contemporary business customers.
  • select the key goals of the appointment-setting call.
  • identify the key trust-building steps for the initial contact.

    • Pre-consultation Planning

  • recognize the benefits of preparation for the initial consultation.
  • identify key information about the customer's situation needed to plan the call.
  • select the main preliminaries to a successful opening of the consultation.
  • match the key types of questions to ask in the initial consultation, with examples of each.

    • Course Number: SALE0142