New Program Starts August 7th
It’s never been more difficult to reach sales prospects. Your prospects are busy people with no time for sales discussions. They avoid you because they don’t feel they can afford to spend money. They ignore your calls because they think they’re “all set.”
It can take as many as 9 prospecting attempts to gain access. That means you have to use multiple prospecting strategies with a message that hits the mark. And because sales reps are busy people, it must be simple to execute.
In this web-based, sales expert-led program your team will learn how to combine cold calling, email, and social media prospecting strategies to gain access to their top prospects. They’ll craft attention-getting messages that will initiate memorable conversations and close appointments, and learn how to handle stubborn gatekeepers and tough objections.
We'll give your sales team step-by-step details on how to effectively and efficiently gain access by identifying the right people in your highest potential prospects and initiating memorable discussions to close appointments that lead to sales.
In a recent program a sales team of 7 reps who completed this program secured 91 appointments and closed 8 new clients over 6 months with more new clients still in the pipeline. These are the types of significant sales prospecting results we are focused on for you and your organization.
This program provides your sales reps with the nuts and bolts to confidently prospect and fill their sales pipeline with new leads.
Program Topics
Session 1: Identify Your Highest Potential Niche Markets & Prospects
- Define micro-segments and niches to be more efficient and effective
- 3 things you need to know to prospect at the C-level
- Identify trigger events and key business issues
- Tool: Micro-segments and Trigger Events Map
Session 2: Craft Attention-Grabbing Value Propositions
- The 4 things your top prospects will stop and listen to
- The Value Proposition Formula
- Value, gain and results words that catch attention
- Tool: Grabber Value Proposition Tool
Session 3: Refine Your Value Proposition & Calling Techniques
- Why your value proposition isn’t working
- The 3 questions that will create a memorable conversation
- 7 voicemail strategies
Session 4: Use Email to Enhance Your Prospecting Results
- How to combine email and cold calling to increase response rates
- Lead generating subject lines, salutations and signatures
- Tips for writing emails that will get an appointment
- Tool: Email Delete Barrier Checklist
Session 5: Integrate Email, Calendar Invitations and Cold Calling
- How to use a multi-touch, integrated prospecting strategy to break in
- Leverage your value proposition beyond cold calling
- What to do if you still aren’t getting through
- Tool: The Blood Hound Follow-up Strategy
Session 6: Get Past the Gatekeepers
- When and why an executive gatekeeper will give you access
- The 6 common break-through mistakes you want to avoid
- How to close for an appointment before speaking with your prospect
Session 7: Objection Handling & Appointment Closing
- The top 6 objections and how to handle them
- How to identify the situation behind the objection
- 3 appointment closing techniques that work
- Tool: Your Top 10 Prospecting Objection Responses
Session 8: Social Media Strategies to Gain Access to Tough Prospects
- How to catch the attention of top prospects with social media comments
- Social media sales research strategies that will improve your gain access odds
- Use LinkedIn and Twitter to reach difficult prospects
Optional Session 9: Prospecting Strategies for Current and Previous Customer Accounts
- Establish a prospecting plan to recover former customers
- How to apply prospecting strategies to grow current customer accounts
- Expand your contact base and opportunities in customer accounts
Program Format
It’s our philosophy that sessions must engage sales reps to maintain their interest and secure their acceptance of the new concepts. This program is delivered in three parts.
1. Sales Manager Briefing
We incorporate two web-based sales manager briefings into your program to provide managers the information they need to successfully reinforce their sales reps’ development. Briefings occur at the beginning and end of the sales rep sessions. They include establishment and review of prospecting metrics for the Prospecting for Profits program and the sales team.
2. Sales Rep Sessions
The sales rep sessions are delivered using a combination of 1-hour web-based trainings facilitated by a sales expert and recorded videocasts. The facilitated web-based training sessions are tailored to your sales team’s specific prospecting needs and focus.
In the web-based training sessions participants are able to both see and speak with their instructor throughout the session. These Interactive training sessions integrate discussion, activities, practice assignment review, and best practice sharing to facilitate sustained learning. The pre-session videocasts provide the foundation for the interactive sessions.
The web-based training sessions typically meet weekly for 1-hour. Practice assignments follow each session, allowing participants to hone the new prospecting techniques in their territories while also generating new leads.
3. Reinforcement Videocasts
Following completion of the interactive web-based sessions, we reinforce prospecting techniques for up to two months using a series of reinforcement videocasts. Each reinforcement videocast highlights one key area of prospecting that sales reps learned during the training as a reminder of the step-by-step prospecting details they learned in the training. These videocasts also serve as an excellent tool for sales managers to reinforce prospecting activities and objectives with their sales teams.
Program Components
- Weekly 1-hour expert-led web-based training sessions including participant learning guide and electronic prospecting tools
- Sales expert review of practice assignments
- Recorded pre-session videocasts
- Sales Manager Briefings
- Prospecting metrics definition and review
- Reinforcement Videocasts
Program Pricing
$997.00 per individual participant
INCLUDES: On-demand replays of all sessions for 90-days, accompanying workbook, on-line tools, and some extra special resources
