Training
Live Prospecting
Without a doubt, it is a ‘must have’ for anyone looking to generate new business or streamline their sales process.
Melissa Course Leader
This course explores how a positive mind-set is the key to generate, qualify and maximise sales opportunities on the telephone. This practical course prepares delegates with tools and techniques to get to the next stage of the sales cycle through proactive live calling. While the desired outcome is to generate interest with prospects, there is also a focus on qualifying calls and gaining access to decision makers.
Key Outcomes from Live Prospecting
Mindset
- What is a Limiting Belief?
- Belief Ladder
- Power Poses
- Motivational Music
- Surrounding Yourself with Winners
Impactful Introduction
- Getting Past the Gatekeeper
- Building Rapport
- Verbal Handshake
- Hook / Reason for the Call
- Value Proposition and Proofs
Questioning Your Client
- Questioning Funnel Open, Probe, Define, Closed
- Digging for the Need
Keeping Control of the Call
- Recognizing Objections
- Empathy, Message, Close
- Understanding Buying Signals
- Closing for a Meeting
- Departure Drill
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