High-Impact Prospecting for Sales Professionals
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Buy all three sales training CDs - Sales Management Essentials, Negotiating and Closing for Sales Professionals, and High Impact Prospecting for Sales Professionals - and save $198! Order or learn more about these three sales training CDs now.
Successful prospecting comes down to mastering a series of behaviors that have proven time and time again to produce results. Inexperienced sales people often fail miserably when developing new business because they don't know these behaviors. But even seasoned vets sometimes stop practicing the fundamentals. They gradually fall into bad habits - and then suddenly realize their prospect pipeline is empty and they're going to miss their sales goals.
That's exactly why High-Impact Prospecting for Sales Professionals was created. What makes this program so effective is that it's made up of six concise modules (each less than 10 minutes) so your reps can get a quick, highly-potent dose of training and get back to selling.
- Cold Calling: Nail the First 20 Seconds and Engage the Prospect (9:24)
- The Magic Question to Dis-Qualify Non-Buyers (8:54)
- The Secret to Getting Past Gatekeepers (7:58)
- Presentation Disasters: How to Head Them Off Before They Happen (10:07)
- How to Unseat an Entrenched Competitor (9:18)
- Connecting With Buyers: Sell More by Selling Less (9:16)
- Short – 10 minutes or less – so even your most impatient reps will watch them
- Packed with practical, real-world ideas - without any fluff or filler
- Focused - They deliver a single “aha” that will change behavior. It could be something your reps have never heard. But it could also be something they know but don’t always practice.
- Perfect for both team and
individual training sessions. Each module includes:
- A concise desktop learning module - perfect for kicking off meetings
- Handouts for following along and taking notes
- A Meeting Leader's Discussion Guide to help you direct meaningful follow up conversation and reinforce the message
- A Summary Sheet participants can hang by their desks for quick review
- And a Quiz (online and printable versions) to be sure your reps understood the message
Cold-call reluctance plagues many salespeople. That’s no surprise, because when you do cold-calling the wrong way you get repeatedly rejected, which takes a huge toll on morale. The good news is that there’s a right way to cold call that dramatically reduces the likelihood that you’ll be rejected, which means you’ll make more calls, keep the sales funnel full, and close more deals. The key: It’s all in the way you handle the first 20 seconds of the call. This module will show you the reason so many cold calls trigger the prospect’s flight response – even when they desperately need your product! And you’ll learn a method to quickly engage potential buyers so they'll listen to what you have to say.
It would be nice if you could just pick up the phone or drop by an office and reach key decision makers at prospect companies. But that’s not the way it goes. More often than not, you find yourself dealing with a gatekeeper … someone who is very protective of the boss’s time and trained to screen out unwanted sales calls. Every once in a while you can use your charm to navigate your way past gatekeepers, but when faced with a real professional, friendly chit-chat and small talk won’t get you anywhere. This module will give you the insights you need to work through the most tenacious gatekeepers. You’ll learn the #1 mistake most sales people make when faced with gatekeepers, the one skill gatekeepers take the greatest pride in and the thing that gatekeepers fear most – and how to use it to your advantage.
The most successful salespeople are way too busy to waste time with non-buyers. That’s why when prospecting they want to know as soon as possible if they're dealing with a tire-kicker or a future customer. In this module you’ll learn “The Magic Question” that will allow you to quickly place prospects into one of four categories, and help you focus your precious time and energy on those most likely to buy. Your increased efficiency will transform your sales results.
Every salesperson can think of a time when a sales presentation went terribly, horribly wrong. In this program you’ll meet three sales people who find themselves on the brink of presentation disaster. You’ll see how they got there, how they could have avoided it, and how they can turn still turn things around and win the sale. You’ll also learn a different approach that gets buyers engaged and moves them toward a buying decision.
We’ve all face prospects who tell us, “I’m happy with my current vendor.” But are they really happy or are they just reluctant to hear your pitch because or they believe changing vendors will be a hassle? In many cases, entrenched competitors have a huge advantage over you for no other reason other than prospect inertia – the desire not to move because moving requires energy. But top sales people don’t let this stop them from getting a foot in the door. They’ve discovered the secret we’ll reveal in this module.
It’s tempting to barrage prospect with a detailed list of every wonderful feature and benefit your product delivers. Fact is, however, this approach can quickly kill your chances of making the sales. In this module you’ll learn how to avoid this common trap and find out what we mean by “sell a tree, not the forest.” You’ll also discover the four rules of selling more by selling less and a key mistake that can undermine a high-potential sale.
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