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.
  

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