This course focuses on the true first step of the sales process - getting the appointment. Most salespeople recognize the importance of keeping the top of the sales funnel full of new opportunities. However, they shy away from prospecting and cold calling. Attendees gain new perspectives on contacting prospects, building and developing specific positioning statements, and setting meaningful goals to help ensure appointment success.
This course is highly interactive. Attendees arrive with a list of five companies, including phone numbers, within their territory to call/prospect. They practice the statement methodology by making two live recorded phone calls to these prospects. The calls are reviewed and discussed by Sales Concepts instructors.
The search for appointments and the sales process
Overcoming negative perceptions about cold calling
Identifying specific reasons prospects should buy
Developing and refining positioning statements
Setting goals and prospecting
Practice making actual prospecting calls
Four interactive one-hour online sessions
Create a Prospecting Habit - Executing the Eight-Touch Prospecting System
Creating Compelling Meggages and Establishing Value
Developing the Messages
2 Week Break
Calls With Prospects
Strategy Review - Course Summary - The Callenge Ahead