Prospecting Your Way To Sales Success

Prospecting is like breathing. If we stop prospecting, we will soon be out of business. On the other hand, generating new sales leads is perhaps one of the most challenging aspects in selling. There is increased competition for the attention of prospects. Special skills are required to improve our chances of success. Gaining access to high level prospects is difficult and requires a special approach.

This workshop provides the proven and tested skills to improve success in prospecting using the telephone and mailing. You will also know who to target and how to target them, and remember to do some prospecting every day through warming up cold calls, following up on leads, or networking.

Course Objectives: 
  • Appreciate the importance of expanding a client base through effective prospecting.
  • Increase sales by implementing your prospecting plan
  • Develop, refine, and execute the art of cold calling.
  • Use mailers in conjunction with the telephone 
  • Incorporate essential components of making an appointment
  • Present products using FABC approach
  • Handle objections and overcome blockers such as receptionists and secretaries
  • Apply zoning techniques to increase productivity
Target Audience: 
Sales Personnel
In-house Course Fee: 
RM4000 per day
Public Course Fee: 
RM1280 per pax
Number of days: 
2
Course Date: 
Tuesday, February 14, 2017 to Wednesday, February 15, 2017
Course Methodology: 
  • Take a current diary to the session 
  • Prepare a list of 50 business prospects – name, job title & telephone number 
  • List of three target accounts for new business, with examples of prospecting emails and new business proposals
  • List of three current major opportunities to close in next 90 day
Trainer: 
Course Outlines: 

Module 1: Prospecting Your Target Market

  • Prospecting Attitudes and Activities
  • Increase your market Presence via Branding and Leveraging strategies
  • Profile of a Class “A” Prospect
  • Prospecting Sources: Existing Customers, Referrals, 
  • Networking, Business Directories, Online Databases 
  • Prospect Dashboard and X-Dating
  • Territory Management & Follow up
  • Learning Outcome of Module 1

The participants will be able to:

  • Appreciate the importance of prospecting in achieving sales results
  • Apply banding strategies to enhance prospecting efforts
  • Distinguish Class A prospects from the rest and provide appropriate treatment
  • Identify approaches used for different prospecting sources
  • Use Prospect Dashboard and X-Dating to manage prospecting activities
  • Increase productivity by prioritizing and grouping sales activities 

Module 2: Approaching the Prospects

  • Crafting your Telephone Scripts based on Laws of Persuasion
  • Dos and Don’ts in Email Correspondence

Learning Outcome of Module 2

  • The participants will be able to:
  • Design practical telephone scripts used in different contact points 
  • Master cold calling skills to establish more business contacts
  • Manage challenging situations when making phone calls
  • Develop professional email scripts that foster business relationship

Module 3: The Sales Interview

  • Preparation for Sales Appointment
  • Using a Planned Interview Process
  • 3-Sell Approach – Self, Company and Products 
  • 4 Levels of Rapport Building – Image, Behaviour, Words, Belief
  • Corporate Presentation

Learning Outcome of Module 3

  • The participants will be able to:
  • Conduct a corporate presentation that helps establish professional image
  • Establish favourable business relationship by using appropriate interpersonal skills 

Module 4: Discovering Prime Buying Motives

  • What Prospects Want and Why
  • 8 Questioning Techniques
  • Active Listening Techniques
  • Product Needs vs Personal Needs

Learning Outcome of Module 4

  • The participants will be able to:
  • Discover prospects’ requirements and expectations using probing techniques
  • Apply active listening to uncover hidden needs and concerns

Module 5: Presenting Solutions

  • Review Prospects’ Needs and Wants
  • Restate to confirm your understanding
  • Identify solutions and alternatives
  • Present recommendations using FABC Approach (Features, 
  • Advantage, Benefit and Consequence)

Learning Outcome of Module 5

  • The participants will be able to:
  • Analyse prospect’s situation and provide professional recommendation
  • Engage prospects’ attention and emotions using FABC approach
  • Identify personality styles to help strengthen buying motives 

Module 6: Sealing the Business Deal

  • Recognizing Buying Signals
  • Mastering Closing Techniques
  • Asking for Referrals
  • Handling Objections

Learning Outcome of Module 5

  • The participants will be able to:
  • Describe a variety of buying signals
  • Employ closing questions and techniques to facilitate a sales close
  • Manage objection and ask for referrals
language: 
English

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Contact Us

Email: info@tni.my

Jimmy Ong Tel: ‭+60 16 216 1383‬ (Call on Whatsapp for free)