Prospecting is one of the keys to your sales success. Keeping your pipeline full ensures that you will continue to attract new business, and so your success today is a result of the prospecting you did six months ago. A new generation of sales professionals are emerging: highly trained and well groomed, with the characteristics of honesty, trustworthiness, and competence.
This workshop will help you plan and prepare for objections so that you can address customer concerns, reduce the number of objections you encounter, and improve your averages at closing sales. In this workshop, participants will become skilled at prospecting and learn the 80/20 rule. They will learn to target and how to target them, and commit to do some prospecting every day through warming up cold calls, following up on leads, or networking. Participants will also build their personal prospecting plan and learn how to ensure their future by planting seeds daily.
This two-day workshop teaches participants to:
You will spend the first part of the day getting to know participants and discussing what will take place during the workshop. Students will also have an opportunity to identify their personal learning objectives.
To start the day, participants will review their pre-assignment quiz.
To begin, participants will explore consultative selling and the efforts-result matrix. Participants will also discuss how to build trust and credibility with their clients.
During this session, participants will look at the steps of the basic sales cycle: initiate, build, manage, and optimize.
In this session, participants will learn about the power of the mind and how to use that to build a professional, confident image.
Next, participants will learn eight ways to target their market. Then, they will fill out a worksheet for their target market.
During this session, participants will learn how to set goals with SPIRIT to make their dreams a reality
During this session, participants will share their time management tips, and we will offer some ways of maximizing your time.
Next, participants will explore the three types of selling. Participants will also discuss the importance of perceived value.
This session will look at the ten biggest mistakes salespeople make. Participants will then brainstorm ways to avoid or rectify these mistakes.
During this session, participants will discuss how to find new clients and how to network.
To wrap up the day, participants will look at the advantages and disadvantages of selling price.
During this session, participants will learn how to ask good questions and listen effectively – two skills that are key to handling objections.
This session will look at the four needs of customers and how we can use them to sell smarter.
This session will look at how customer complaints and how they can actually make anyone a better salesperson.
Once participants have some basic skills and concepts mastered, they will explore what an objection is. They will also work in small groups to identify their most frequently encountered objections and they will brainstorm ways to respond to them.
During this session, participants will some basic ways to respond to objections, including the Identify – Validate – Resolve strategy. Participants will also learn about nine specific objection handling strategies, including the Boomerang, FFF, and Show Your Hand.
Next, participants will look at some myths behind prospecting and what characteristics will ultimately determine their success.
During this session, participants will learn all about networking, a key component of prospecting.
Good speaking skills can give sales people a real advantage. This session will give participants some ways to build their confidence and send out the right message when speaking in public.
Next, participants will explore what to do before, during, and after trade shows to ensure success.
This session will explore an easy way to increase business: regaining inactive or lost clients.
During this session, participants will learn how to make the most of another essential prospecting tool: cold calls.
Next, participants will learn how Pareto’s 80/20 rule applies to sales and prospecting
LANTEC is very responsive to local client needs and unique or custom class demands. If you require a delivery date option for a class title on our schedule, please constact us. We can often accommodate countless additional courses NOT available on our public schedules, please inquire for personal assistance.