Prospecting to Fill the Pipeline
In this powerful six-hour workshop, you'll learn how to:
- Improve the effectiveness of your prospecting
- Shorten your selling cycle
- Increase your closing percentages
- Disqualify non-buyers early in the sales cycle
- Develop trust and credibility in the first few minutes
- Sell with integrity and respect
- Improve the accuracy of your forecasting
- Eliminate the fear of rejection
- Increase your confidence
- Design a Personal Prospecting Plan
- Develop an effective 30-second commercial
- Use voicemail as a prospecting tool
- Turn gatekeepers into friends...and much more!
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Who Should Attend?
Sales Reps - Account Managers - Sales Managers - Support Reps - Telesales and Telemarketing Reps - Marketing Managers - Product Managers - CEOs, Presidents, VPs, and Directors of Sales and Marketing.
What's Included?
- Over 6 hours of dynamic and compelling training
- A comprehensive Personal Prospecting Planner
- Prospecting to Fill the Pipeline workbook
- The 30-Second Commercial Coach
Check our calendar for the next workshop date.
What's the Investment?
$595 per attendee
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Tuition Assistance may be available
We are so confident of the value of this training that we will refund 100% of your money at the end of the second session if you are not satisfied for any reason at all … NO QUESTIONS ASKED.
Prospecting to Fill the Pipeline
Prospecting techniques to fill the pipeline
- Realize how to “dial for dollars” quickly and effectively.
- Stabilize your pipeline – keep it consistent.
- Discover how to set priorities and save time.
- Learn to get buyers interested, even when they say they aren't.
- Develop your own optimized first call dialog.
- Follow up on new leads without being put off.
- Create your own 'Sales Readiness Pain/Gain Toolkit.'
- "Invisible" Selling
Stop wasting time sending literature that isn't read, preparing proposals that can't win and doing hours of free consulting.
- You may look like a "slick salesman" more than you realize.
- Discover the tricks employed by savvy buyers and how to avoid getting trapped.
- It's a battle of the plans - the buyer has a plan. Do you?
- Why so many sales pitches leave your prospects cold - and what to do instead.
- Uncovering their problems, issues and concerns
Determine questions to uncover your prospect's personal hot buttons.
- Grab their interest, even if they say they aren't interested.
- Conquer prospects' reluctance to talk about their business
- issues.
- Get prospects to see your products and/or services as a solution to their business problems, not just a commodity.
Do the Unexpected - Get a Different Response
- Break old habits and make new ones that will pay off.
- Reverse roles to get your prospect convincing you.
- Learn why questions are the answer, and answers aren't.
How to Handle the Toughest Sales Situations
- Learn new responses to the most common objections and put-offs.
- Discover effective tactics to handle even the most unpleasant prospects.
- Understand when 'No' means 'Maybe'.
- Find out how to get the attention of prospects who won't call
- you back.
- Uncover what to do when deals get stuck, and you're missing
- your forecast.
- Establish how to regain control of a sales call that's not going well.
Role Play and Review
- Apply the new tactics you've learned and hone them to your
- products and services.
- Get suggestions for optimizing your tactics.
Sign me up!
Tuition Assistance may be available
We are so confident of the value of this training that we will refund 100% of your money at the end of the second session if you are not satisfied for any reason at all … NO QUESTIONS ASKED. |
