Professional Sales Series
Typically decision-makers hang-up within 15 seconds of a cold-call. No matter how good a sales person is in a face-to-face situation, if they don't get the opportunity they can't win the business!
This Prospecting for New Business program covers the critical elements of getting new clients. The single biggest fear for most sales representatives is to prospect for new business, yet every successful sales professional knows the importance of this for their success.
This program is designed specifically to address the challenges that sales people face, including: how to overcome the natural resistance to making new calls, strategies to make calls more effective, deciding which clients to pursue, methods to monitor and track individual prospecting performance, and how to plan a call in advance to maximize the effectiveness during prospecting. By understanding the fundamentals of Prospecting for New Business, your sales people will be able to increase their sales success.
- Topics covered in this workshop include:
- Prospecting core fundamentals and the prospecting funnel,
- Analyzing prospect opportunity potential,
- Strategies to penetrate new accounts through direct and indirect prospecting,
- New account penetration strategies,
- Getting past the “gatekeeper(s)”,
- Overcoming the resistance to making cold-calls.
- Learning outcomes for this workshop include:
- Increasing sales funnel activity,
- Increasing the number of qualified appointments,
- Becoming more successful in prospecting activities,
- Shortening the sales cycle through value-focused prospecting,
- Targeting the clients that present the greatest opportunity.
More about the Professional Sales Series workshops:
The Gaski Performance Group and Seneca College, Faculty of Continuing Education and Training recognize the challenge that many organizations face when it comes to developing and retaining top performing salespeople. This Sales Boot Camp program is designed to help your salespeople be their best. It is available as an on-site full day, part-time Lunch 'N' Learn, or as an off-site workshop. In addition, an evening "Professional Sales Certificate" program is also available at Seneca College.
The Sales Boot Camp program is a fast, effective and affordable way to develop the skill of new and intermediate salespeople. This workshop is offered over three months to allow the participants to practice, refine and fine-tune the skills they have learned.
The Sales Boot Camp has four (4) individual modules that can be taken at anytime, these include:
Module 1: Prospecting for New Business - See Above
Module 2: Consultative Selling - Call Strategies
Module 3: Account and Territory Management
Module 4: Integrated Executive Selling
Date(s):
June 17, 2010
Time:
9:00 am to 4:30 pm
Location:
Gaski Training Centre
7181 Woodbine Ave.,
Suite 103, Markham, Ont.
Registration Fee:
$395 / person*
(* For registration 7-days or more BEFORE start)
$495 /person for LATE registration.
Max. 16 participants
Contact Us for group rates
Who should attend:
This program is a valuable tool for new and intermediate sales people looking to quickly and effectively improve their sales prospecting ability.