- The art and science of prospecting
- Develop profitable clients, high margin products & high payoff activities
- Learn how to build your business intelligently
- Bridge the gap between knowing what to do & actually doing it
- Support the company's Sales & Business Development vision
- Support the company's Sales & Business Development goals
Program Goals
- To help participants to work smarter, not harder
- To foster personal accountability in obtaining results
- To produce increased sales for your organization
Program Features
- Clarifies how to set clear expectations in the sales force
- Promotes action and results
- Contains a holistic approach to the life of a salesperson
- Contains a step-by-step formula for sales prospecting success in establishing profitable clients
Results
When the Power Prospecting sales program is complete, each person will be able to:
- Develop sales prospecting goals that help them to be more effective;
- Identify top "payoff" activities and prioritize their time accordingly;
- Identify high payoff clients and know how to expand those clients' accounts;
- Develop clients and build stronger, trusting relationships;
- Increase their personal performance;
- Take personal responsibility for his or her own level of success;
- Close more sales; and
- Diminish stress and deal more effectively with change.
Topics Covered
- Profitable Client Strategies - Developing a plan for increased business
- Applying the 20/80 rule
- Getting Referrals
- Developing A Foolproof Referral System
- Defining your:
- High payoff activities
- High margin products
- Profitable clients
- Developing a plan of action for success
- Dealing with marginal clients
- Prospecting intelligently
Length of Program
Can be presented in various combinations of one to three days, depending upon the industry and the needs of the client
Materials Provided
- Lesson Manual containing all relevant concepts
- Audio library for efficient, effective learning
- Action/application binder - learning exercises that support the process.
- Daily Scorecard - An effectiveness check for building weekly habits
- Win-Win goal plan
Organizations That Can Benefit
- Any organization in almost any industry
- Involve the sales vice-presidents and managers
- Companies who are looking to grow and get improved results through effective sales prospecting
- Companies who wish to compete in today's marketplace for a larger part of the sales pie
- Companies that respect the importance and power of a highly skilled, motivated sales team
Recommended Participants
- Outside salespeople in most industries.
- Inside salespeople in some industries.
- Sales Managers
- Other Senior managers who need to network and promote the organization
- Anyone interested in learning to prospect for profitable business.
- Managers or Partners in professional service firms
Facilitation
- External Facilitator/expert
- An in-house facilitator
- In groups.
- One day or three weekly half days
Other Sales Training Programs:
ACCISS: The Ultimate Sales Development Training Program
Pure Selling: A Sales Development and Personal Development Program
