Course Overview:
Prospecting For Sales Results

In today’s business world, the most important prospecting tool is the telephone. No sale can be made without a customer. Knowing how to prospect using the technical innovations currently available allows you to be average. To gain an edge over your competition, you must be able to expertly blend prospecting and techniques of powerful communication skills. There is a different set of skills needed for prospecting than for sales. In this Workshop, you will be able to analyze and profile your best customers. Understand what is needed to become proficient in the preparation of a prospecting list and discussion guide. Master the critical steps of building and managing your customer database.

Learn how to:

  • Go for B.R.O.K.E.
  • Use the telephone to be most effective in your sales calls.
  • Create a discussion guide rather than a script.
  • Create and maintain your prospecting database.
  • Use your prospecting list to yield ongoing results.
  • Determine when to call back vs. when to leave a message.

Target Audience: Individuals who benefit are employees who currently use or need to use the telephone to prospect for customers.

Optimal Program Length: 1 Day

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