Details
Expanding the customer base is an essential component of every successful sales strategy. But accomplishing that goal is easier said than done. Prospecting in today’s marketplace is a sales discipline that requires a unique skillset — one that goes beyond conventional cold calling techniques. The ability to identify and build the “perfect prospect” profile, leverage social media, develop a value message & personal brand, and establish credibility, trust and rapport are paramount in converting suspects to prospects, and grow a stronger pipeline for your sales organization.
Janek Performance Group’s Critical Prospecting™ Skills program was designed from the ground-up to address the key areas that lead to successful prospecting and will provide your team with the skills to fill your pipeline with qualified prospects. It can be tailored and customized to your industry and market, and will teach your sales force the required best practices and behaviors to more effectively identify and engage prospective customers.
Sales leaders know that having a strong pipeline of qualified leads is essential to consistently hitting revenue targets. Critical Prospecting Skills will show you how this is done most effectively.
Sales Prospecting Benefits & Outcomes
- Understand the critical importance prospecting plays as part of a successful sales strategy
- Identify and build “perfect prospect” profiles
- Know what critical information needs to be researched & gathered beforehand
- Develop skills to handle challenging gatekeepers
- Handle initial resistance and pushback when making prospecting calls
- Learn how to develop a “value message” that is most impactful
- Develop a communication framework and learn questioning skills to gain great insights
- Create your personal brand to engage the prospect
- Leverage social media to support prospecting efforts
- Develop a personal action plan to locate, win and grow more business
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