The Prospecting coaching program is a unique offer to salespeople who want to improve their pipeline – quantity as well as quality. It is aimed at helping you considerably improve your competencies concerning all major aspects of prospecting – and help you better identify and exploit new sales opportunities. It is designed to provide you or your organization with a comprehensive prospecting approach for improved sales success. Main topics are: ways to motivate yourself, overcoming the fear of rejection, practical ways of doing positioning on the phone, powerful questioning techniques, and getting commitment. The coaching program will raise your known strengths – even unknown - identify your weaknesses and help you grow as a person. You’ll:
- get to know your own personality and sales profile better and get advice and coaching, be pushed and challenged – all to demand more from you, with the intention to help you to grow beyond what you can today.
- learn how to fine-tune your value statement to improve your communication with different personality types - and practice it to better absorb what you learn.
- do intensive exercises throughout the 5 modules to create and reinforce excellent prospecting and personal growth patterns - creating a repeatable model for consistent peak performance.
- get to know your “hidden” potential - and be pushed out of your comfort zone – to help you reach more of your goals.
Our prospecting coaching program is unique with its blend of topics covered by a set of 5 carefully designed modules, all having 3-9 weeks in between with time for individual performance coaching, helping you to turn new knowledge into competencies. This provides you with a unique personal growth opportunity.
Most salespeople fail to make their targets because they lack a sufficient supply of qualified prospects. It doesn’t matter how long a salesperson has been selling, they all need to consistently, intelligently, and skilfully prospect for business. We will take you on a journey through all major areas of prospecting:
- Pre-call planning.
- Getting to the decision maker.
- Interest creating, door opening Value Statements.
- Turning interest into desire.
- Effective questioning methods.
- Getting commitment (closing on the phone).
- Addressing resistance/objections.
- Wrapping up and setting the next actions.
- Attitude and self-motivation.
Agenda and main learning points - in brief:
Module 1 – Prospecting
3 days class training – with intensive exercises.
Main learning points will be to:
- perform effective pre-call planning.
- identify customer situations and needs via effective research.
- create an opening statement that generates attention and interest.
- realize how psychological factors can be used in prospecting.
- know how to bypass a gatekeeper (e.g. assistant or secretary).
- use better methods to identify and get in contact with decision makers.
- advance your mindset and self-motivation.
- identifying the explicit need of the customer (value expectation).
- build your skills based on best practices in prospecting.
- compose a structure for a door opening value statement.
- learn how to build a value statement.
- use effective, best practice questioning methods.
- use successful techniques and methods for positioning - based on lessons learned.
- understand the basic mistakes made by sales people when using the phone.
- get to know questioning techniques that stimulate good sales results.
Module 2 – Prospecting Value Statement
3 days class training – with intensive exercises.
Main learning points will be to:
- practice doing successful prospecting (recorded on video).
- structure a targeted value statement.
- create an opening statement that generates attention and interest (recorded on video).
- review practical strategies fof telephone sale.
- understand the value based buying/selling process better.
- realize fine ways to build and maintain relationships over the phone.
- understand how to exploit emotional intelligence in prospecting.
- understand different types of buyer behaviour and how you can adapt to them.
- build an exceptional basis for your professional as well as personal development.
Module 3 – Individual Prospecting Coaching
Individual, face-to-face coaching session.
Each participant will be given personal coaching on specific improvement/interest areas. Based on personal profiles - build from input you provide via a comprehensive questionnaire - you will set up a plan for how to improve your prospecting skills and competencies - and move ahead to get your mindset and self-motivation raised.
Topics often chosen for the individual coaching sessions:
- My personal profile - from a sales as well as a personal point of view.
- A plan for my progression - as a professional and as a person.
- Review/improve my telephone communication strategies/approaches.
- Compose and practice a value statement targeting:
- top executives (CEO, CFO, COO)
- line of business executives (CMO, CHRO)
- subject matter experts (business and IT experts
- Practice alignment with different types of buyers.
- Practice need/want analysis as used in prospecting.
Module 4 – Prospecting Closing
3 days class training – with intensive exercises.
Main learning points will be to:
- practice structure and content of a convincing value case.
- use value based positioning - targeting CxOs.
- understand how to trigger a decision.
- understand and overcome objections.
- practice how to do positioning and closing in an optimal way.
- practice how to exploit emotional intelligence in prospecting.
- incorporate negotiation considerations into your communication and positioning.
- close on the phone - getting the appointment to meet or to keep the contact.
- make up a plan for how to grow your professional and personal competencies.
Module 5 – Individual Coaching session
In module 5 we will follow up on each individuals' progress and make adjustments to the development plan - from a professional and a personal point of view.
Prerequisites:
To enable the course principles and apply those in real sales situations the participants must:
- bring actual sales cases to the course
- forward typical proposal samples you have worked with in the past
Feedback from our participants is very clear in pointing out the values both in terms of professional and personal development. Some of the comments you can read here »
Price: go to price overview »
Recommended follow on courses:
- Sales Psychlogy coaching
- Emotional Intelligence in Sales coaching
If you would rather want a coaching program tailored to your needs visit custom-built-coaching programs »
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