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