To make a business grow and increase productivity, high level prospecting at strategic accounts must become a daily habit. This seminar will teach participants how to develop existing clients into "Active References". They will understand how to leverage themselves and use the influence of their clients, business friends and associates. They will learn 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.
Our Live Online Customer-Focused Sales Interviews Course provides targeted training requiring no travel or lengthy time away from the job. This provides maximum learning with minimum schedule impact.
Printable Version - To print a one page description of this course.
Program Length: 90 minutes
Major Topics:
- Areas of Interest for Different Job Functions
- The F.I.N.D. Interview System (Facts, Interests, Needs and Desires)
- Determining the Facts with Open/Closed Questions
- Identifying, Ranking and Exploring 3 Areas of Interest
- Determining Important Needs and Problem Areas
- Finding the Prospect's Dream (their Personal Win)
Benefits To The Organization:
- Proposals address prospect's needs and interests
- Consultative sales approach yields higher sales productivity and profitability
Benefits To The Individual:
- Ability to determine prospect's primary motive to buy
- Identification of prospect's needs and wants
- Ability to ask key targeted questions
- Utilization of a system for interviewing effectively
- Enhance sales productivity
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