Proactive Prospecting for FBOs

Objective

• Create a new mindset for appointment prospecting
• Develop unique sales statements
• Set goals
• Gain more appointments

Course Synopsis

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.

Topics Covered

• 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

Structure

• Four interactive one-hour online sessions

Course Agenda

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