Prospecting For Sales

By | October 16, 2018

More telephone prospecting takes place today than ever before, and internet searches and email introductions can be a minefield. To obtain qualified appointments needs greater skill.

Overview
Generating new sales leads is perhaps one of the most challenging selling skills. Prospecting includes all areas of lead generation such as mailing and telephone. Many salespeople who are good face-to-face are poor on the telephone. They rely heavily on non-verbal communication which is absent on the telephone. The compressed time on the telephone requires special skills to use this form of communication.

There is increased competition for the attention of prospects. E-mails and letters have dramatically increased over the last decade. Special skills are required to improve our chances of success. Gaining access to high level prospects is difficult and requires a special approach.

This practical and thought-provoking course provides the key skills to improve success in prospecting using the telephone and mailing.

Who Should Attend
All salespeople who do prospecting.

Duration
1 Day

Selling Skills (Prospecting) – Course Objectives

Participants will learn:

    • how to use mailers in conjunction with the telephone – this includes access to senior management
    • to understand how to replace the Non-Verbal-Communication used in face-to-face situations
    • the importance and elements of effective preparation
    • the components of making an appointment in one phone call
    • the components of making an appointment in two phone calls (Brochure, etc. on the first call and appointment on the second)
    • how to handle objections – they will develop a personal style that does not sound like a parrot
    • how to handle blockers such as receptionists, telephonists and secretaries

Selling Skills (Prospecting) – Course Outline

Mailers
Structure
Common Errors
180º Prospecting

Style & Preparation
Advantages of telephone prospecting
Replacing Non-Verbal Communication on the telephone
Preparing for an effective session

The One-Stage Structure
The component stages of a one-stage telephone call and the rationale
Creating personal ‘approach’ & style
Handling objections and reservations

The Two-Stage Structure
The component stages of a one-stage telephone call and the rationale
Creating a personal ‘script’ & style
Handling objections and reservations

Handling Blockers
Handling telephonists/receptionists
Handling secretaries
Finding the names of contacts

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