Prospecting Skills

To make a territory grow and become productive, high level prospecting at strategic accounts must become a daily habit. This program helps participants understand how to prospect for new business within existing accounts and what to say when first approaching top-level executives at strategic accounts to create and maintain interest.

Program Length: One Half Day

Major Topics:

• Lead classification
• Where to get useful customer information
• Approaching key accounts
• Warming up "cold calls"
• Sales Call Planning by the numbers
• Setting sales call objectives
• Questions to ask
• Objections to anticipate

• Enhanced ability to sell solutions
• Increased appointments obtained
• Increased sales

• Ability to control the flow of a conversation
• Greater ability to obtain appointments
• Target the right person within an account
• Avoid surprises when setting appointments
• Anticipate questions and effective responses

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• Leadership Training and Development
• Team Training
• Customer Service Training and Development
• Sales Training and Development