COURSE OVERVIEW:
Effective sales prospecting is key to the success or failure of the sales representatives within your company. But it’s not sales.
Prospecting is the step that comes before selling because it’s the step that brings you leads. You need either dedicated prospectors that can turn over leads to a killer sales team, or you need your sales reps to make sales prospecting a priority in their schedules each day.
Effective sales prospecting is a learned skill, however. Just as with closing, it is important to bring the right energy and talent to the table to ensure that you’re finding the right leads at the right time.
One of the most important aspects of effective prospecting is identifying good-fit customers for your business. This means finding leads and prospects who truly need your product or service to solve their challenges and pain points.
Though many salespeople despise prospecting, it’s an important part of sales. Unfortunately, the majority of reps use ineffective and outdated sales prospecting techniques, instead of the effective practices that could actually lead to a higher volume of well-qualified leads (and make them more partial to prospecting).
Just like every other aspect of the sales process, you need to put in the effort and focus required. This is the only way to prospect efficiently so that you don’t waste your time on unqualified leads that aren't suited for your product or service.
Sales prospecting methods are any way a salesperson conducts outreach to source new leads or engage with existing leads. Methods can vary by sales organisation and industry and can include email outreach, cold calling, social selling, event networking, and warm outreach over the phone.
Throughout this course, you’ll be getting many techniques, tools, and advice on how to be successful at prospecting as part of your sales process. By following the advice in this course, you can learn to view prospecting as an opportunity rather than a chore.
The first part of this course discusses the role of prospecting in the sales process. Then describes the general skills that prospecting requires. Also, provides many effective prospecting tips. The second part explains how to write effective introductory sales letters. Then examines some successful cold calling techniques. Finally, provides ways to prospect with existing customers.
LEARNING OUTCOMES:
By the end of this course, you will be able to understand:
- The importance of prospecting in sales
- What is prospecting?
- The four myths of sales prospecting
- The role of prospecting in the sales process
- The changing face of prospecting
- The general skills that prospecting requires
- How to improve your research and organisation skills for sales prospecting?
- The key aspects of becoming an active listener for effective prospecting
- How to pay close attention to a prospect?
- How to demonstrate physically that you are listening to the prospect?
- How to check for understanding from the prospect?
- Why you should not interrupt the prospect?
- How to respond appropriately to the prospect?
- The advantages of effective communication skills in prospecting
- The importance of proper body language in prospecting
- The benefits of problem solving skills in prospecting
- The benefits of interpersonal skills in prospecting
- The importance of self-motivation skills in prospecting
- How to keep yourself motivated?
- How to create excellent marketing tools?
- How to excel in customer service?
- How to market yourself creatively?
- How to write effective introductory sales letters?
- The five second rule in sales letters writing
- The language you choose in your sales letters
- How to get past the gatekeeper?
- The structure of sales letters?
- How to provide attention, interest, desire and action in your sales letters?
- How to write credibility and relevance statements in sales letters?
- How to write the action or follow up statement in sales letters?
- The cold calling techniques
- The importance of your attitude towards cold calling
- What cold calling can enable you to do?
- How to prepare for cold calling?
- How to listen and interpret while cold calling?
- How to inform and educate while cold calling?
- How to involve and coordinate in cold calling?
- How to prospect with existing customers ?
- How to be perceived as an expert?
- Why always keep the customer informed?
- How to sell to existing customers?
COURSE DURATION:
The typical duration of this course is approximately 2-3 hours to complete. Your enrolment is Valid for 12 Months. Start anytime and study at your own pace.
COURSE REQUIREMENTS:
You must have access to a computer or any mobile device with Adobe Acrobat Reader (free PDF Viewer) installed, to complete this course.
COURSE DELIVERY:
Purchase and download course content.
ASSESSMENT:
A simple 10-question true or false quiz with Unlimited Submission Attempts.
CERTIFICATION:
Upon course completion, you will receive a customised digital “Certificate of Completion”.