Sales Prospecting Training
As salespeople, sometimes all we have to do is serve both existing as well as drop-in customers at the highest possible level. However, for most salespeople, there comes a time when they need to reach new customers for various reasons. These canvassing tasks are probably among the least beloved tasks in most salespeople’s life.
At the same time, active acquisition is probably the most cost-effective market-broadening technique. But to make it truly efficient, salespeople must be familiar with, and consciously utilize, those techniques through which success can be made probable.
They must be able to precisely designate their target group, and recognize the signs of success and the signs of lack of success. They must be persistent. In spite of temporary failure, they must complete their tasks and be resistant to factors which they could easily be deterred by.
Active acquisition is one of the most challenging tasks and it requires the greatest professionalism on the part of the salesperson.
The sales prospecting training transfers that knowledge and develops those skills which - if utilized properly - make the participants truly professional salespeople.
By the end of the program the participants will be familiar with:
- The theory of the Buying Cycle – namely, the process that leads to the decision-making of the customer
- The significant behaviors of the partner, and how the partner reacts in each state
- The appropriate strategy in each state
- The possible members of the decision-making process
- The motivational background of the members
- The rules of acquisition by phone
- The efficient method of designating the target group
- The rules of writing a letter of request
- The correct method of personal contact making
By the end of the program the participants will be able to:
- Compile potential client lists
- Write high-quality business letters
- Build question-trees which can help prepare them for communication by telephone
- Promote their interests by telephone
- Make an appointment by telephone
- Handle temporary failure caused by rejection
DEVELOR STAFF
Éva Pálvölgyi
Trainer The most important thing in life is not where you are, but where you would like to be!
