Training designed for
- Anyone whose duties include prospecting.
Length
- 2 days
Training objectives
Through highly interactive exercises, this operational training provides the keys to improving your effectiveness in phone sales.
Teaching approach
- Exercises based on participants’ real-world examples, self-assessments, simulated exchanges, training in how to schedule meetings, and recorded role plays.
- Creating a prospecting plan.
Training content
- Presentation of the fundamentals of prospecting.
- Exercise: Making assumptions.
- Workshop: Preparing a pitch.
- Overview of available prospecting tools for different targets.
- Creating your prospecting plan using different channels and mediums.
- How to organize your prospecting time.
- Scheduling prospect meetings more effectively.
- Knowing how to communicate in networking situations.
- Using social media and social selling for prospecting.
- Acing a prospect meeting by video conference.
- The first 20 words and gestures in an initial prospect meeting.
- Implementing a personal action plan.
