Successful prospecting
About this training
Do you often experience a certain degree of timidity with regard to cold calling? Then you are not alone: most commercial professionals simply don't like prospecting and often postpone this activity. However, a good prospection will inject new oxygen into your enterprise and will result in more clients and a bigger turnover. Every year we lose an average of 20% of our customers, so prospection is indispensible. In this workshop we learn to make appointments in a new region or in a domain where there still are plenty of potential clients left. In this practice-oriented training course, you will learn to implement techniques that will enable you to improve the success ratio of your prospection. You will also learn how to attract interest with your message and responding in a flexible way to the reactions of your prospects.
"A prospect is a client. He simply doesn't know yet!"
Program
This course is maximally practice-oriented. Through role playing, recorded on video, we will simulate a number of telephonic appointment calls. Each exercise will be measured to the theoretical models and will be checked for points of improvement.
In this interactive workshop, you will learn how to:
- Use the perfect ' discussion opener' in order to attract immediate attention
- Convey your message concisely and accurately
- Learn to deal with a 'no' or resistance from the client
- Apply the right prospection techniques in any situation
- Detect buying signals conclude an order
- Apply the 'backward planning' technique for better results
Target group
The course "Successful prospecting" is aimed at experienced and starting sales professionals who want to go on a search for new clients. This training course can be of use for managers of small or starting enterprises, or for staff members of customer service departments or call centres who make the appointments for sales representatives and who want to improve the yield of their prospecting interviews through a ready-to-use and practice-oriented training.
Approach
We mainly work from real life situations and cases. This immediately produces ready-to-use tools, tips and tricks. These are immediately put into practice with camera exercises, simulations and targeted feedback.
You learn to deal with resistance, to stay strong and to prepare yourself optimally for a successful prospecting.
Trainers
Results
We mainly work starting from the reality of the participants. This results in ready-to-use tools, tips and tricks. These are put into practice immediately, using camera exercises and targeted feedback. After this course, you will be able to go on search for new clients within your region. Also, a scenario and action plan will be drawn up, helping you to start working immediately.
Testimonials
“I really wanted to know how to turn a ‘no’ into a ‘yes’ during a phone call for an appointment. Through practical exercises and the formulation of possible counter-answers, this was immediately put into practice. I also gained insight into a clear structure of points to follow during telephone prospecting. I am impressed by both the positive teaching style and the trainer's knowledge.”
Tom Van RemoortereAgora Press
