Sales Prospecting for Profits, A Master Series Program
Format: Scheduled virtual classes, 1 hour each, over 10 weeks with a live instructor.
Objective: Learn creative, proven strategies to confidently prospect and fill the sales funnel with new leads. A sales rep will be able to craft attention-getting messages, have memorable conversations with prospects and close appointments.
Primary audience: Business owners and managers, manufacturers, reps, and distributors who desire to increase their prospecting activities, fill the funnel and close more business. Learn the step-by-step process how to effectively as well as efficiently gain access by identifying the right people with the highest potential as prospects to capture more sales.
After completing this dynamic program, participants will be able to secure more appointment, have more conversations with new prospects, better qualify new prospects and become more consistent in their prospecting for new business.
In a recent program, a sales team of 7 reps that completed this program secured 91 appointments and closed 8 new clients over 6-months with more new clients still in the pipeline.
What you can expect:
|Welcome session:||Laying the Foundation for what’s to come|
|Strategy Session 1:||Identify your Highest Potential Niche Markets & Prospects|
|Strategy Session 2:||Craft Attention-Grabbing Value Propositions|
|Strategy Session 3:||Refine Your Value Proposition & Calling Techniques|
|Strategy Session 4:||Use Email to Enhance Your Prospecting Results|
|Strategy Session 5:||The Bloodhound Follow-up Strategy|
|Strategy Session 6:||Get Past the Gatekeepers|
|Strategy Session 7:||Objection Handling & Appointment Closing|
|Strategy Session 8:||Social media Strategies to Gain Access to Tough Prospects|
|Strategy Session 9:||Role Play|
Accompanying Tools & Resources:
- The Prospecting Plan
- Micro-segments and Trigger Events Map
- Grabber Value Proposition Tool
- Email Delete Barrier checklist
- The Bloodhound Follow-up Strategy
- Your Top 10 Prospecting Objection Responses
- Social Media Direct Message Tool