North America

Buyer Focused Prospecting™ fills a critical need for consultative, business-to-business sales organizations to successfully schedule meetings with prospects. No matter how good a sales team’s face-to-face selling skills are, they also need the skills to be able to effectively secure time with prospects. Buyer Focused Prospecting™ helps improve prospecting results.

Buyer Focused Prospecting™ is for sales professionals involved in major sales who need to generate new business by turning suspects into prospects and prospects into clients. It is for seasoned salespeople who find it daunting to initiate new business, and for less-experienced sales professionals who feel that prospecting is intrusive or that they have nothing compelling to say.

Designed to encourage active participation, the workshop is filled with opportunities to practice newly acquired skills, with a structure that simulates the real-world situations faced by sales teams on a daily basis. The program works well as a one-day stand-alone program or as an add-on to any of our skills programs, providing the foundation for a successful sales process. Pre-work is completed before the class begins, so participants come to the program already familiar with core concepts and ready to work on real-world plans. Planning tools and sample “core messages” are included.

What they will learn

  • Who to call—how to narrow down the list of potential prospects and target those most likely to respond
  • What to say—how to deliver persuasive (vs. informative) messages that provoke interest and get appointments
  • How to gain access—how to leverage voicemail and gatekeepers to increase contact with decision makers
  • How to overcome the corporate decision maker’s urge to hang up on a typical cold-call voicemail

Who should attend

Buyer Focused Prospecting™ is designed for sales organizations that want their sales teams to:

  • Begin to create client value even before the sales cycle begins
  • Shorten the sales cycle through more effective prospecting messaging
  • Increase the number of qualified appointments in new and existing accounts
  • Improve initial prospect communication and successfully set appointments

How your organization would benefit

Buyer Focused Prospecting™ is for organizations interested in obtaining better prospecting results, increasing sales teams’ productivity, and expanding the customer base beyond the resale by:

  • Improving the quantity and quality of new business appointments
  • Optimizing the potential of new customer contacts
  • Converting marginal interest into conversations that uncover real needs
  • Turning this poorly understood and least-liked aspect of major account selling into a powerful tool to advance the sale

Delivery Options

Whether you are looking for in-person training, digital options, an integrated approach or a blended solution, we can ensure an experience that best suits your workforce.

Instructor Led Training

Digital Learning Options

Integrated Training

Enhance Your Sales Skills