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.

WHAT YOU'LL LEARN:
 

At the end of the training, you 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.

WORKSHOP CONTENT
 

Unit 1: What's your attitude

Unit 2: Prospecting

Unit 3: Apply communication skills for prospecting

Unit 4: Handling resistance, negative behavior and objections

Unit 5: Follow-up and attend to details

CEUs:

This workshop qualifies for .6 of continuing education units.

                    Methods table

no-risk, no-obligation proposal button Content from this workshop can be combined with content from other workshops by The Training Clinic, for no additional cost to you, to create a "custom" workshop or certificate program to meet your specific needs.

For a no-risk, no-obligation proposal, click on a button to the left or right. Maria Chilcote, a Managing Partner, will be in contact with you shortly.		 no-risk, no-obligation proposal button

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