| PROFESSIONAL
SALES PROSPECTING |
| a
one-day workshop |
| This
workshop is designed for those who make an initial contact with the
customer over the phone.
They can set the right or wrong tone for the customer and are the
public relations arm of your organization.
The impressions made and the service offered can enhance or
destroy the image of your organization in a few minutes.
For those already familiar with selling skills, application of
this experience is made to the prospecting process. |
WORKSHOP
CONTENT
Unit
1: What's
your attitude
 |
The
changing role in sales |
|
Maintaining
a current customer |
|
Selling
additional products to existing customers and finding new customers? |
|
What
is the first impression you make and how to analyze your own image? |
|
Introduce
yourself and your company |
Unit
2: Prospecting
|
Who
are these prospects and where do you find them? |
|
Focus
on the prospect:
readiness, acceptance or indifference |
Unit
3: Apply
communication skills for prospecting
|
Questioning |
|
Listening |
|
Acknowledging
and paraphrasing |
|
What
makes for a winning script? |
|
Avoid
sounding "canned" |
|
Control
the conversation when customer questions take you off track |
Unit
4: Handling resistance, negative
behavior and objections
|
Dealing
with rejection in a positive manner |
|
How
to close on a positive tone when you don't get the appointment |
|
Understand
resistance |
|
The
angry prospect |
|
Dealing
with emotions assertively |
|
Avoid
manipulations |
|
Win/win
resolution |
|
Reach
agreements |
Unit
5: Follow-up
and attend to details
EXPECTED
OUTCOMES
At
the end of the training, the participant will be able to:
| 1. |
Identify
how his/her self-image influences successful prospecting. |
| 2. |
Apply
current sales and communication skills to improve prospecting. |
| 3. |
Given
a case study, role play three techniques to handle customer behaviors. |
| 4. |
Apply
a four-step selling model to prospecting. |
| 5. |
Practice
methods of assertively dealing with difficult customers and turning the
conversation into a win/win situation. |
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