Training

(3 days)

Selling to CxOs »

· Prospecting

Partner Value Creation »

 

Training & Coaching

(3 one-day modules + coaching)

Sales Psychology »

Value Based Selling »

Emotional Intelligence in Sales »

Advanced ERP Sales Enablement »

 

Intensive Training & Coaching

(5 modules - 12 days + coaching)

Selling to CxOs »

Prospecting »

Value Based Selling »

Partner and Channel »

Custom-built »

 

Prospecting




The 3 days course substantiates the importance of pursuing new opportunities and provides methods and inspiration for how to develop and exploit new sales opportunities.

 

What most sales professionals don’t understand is that the main secret of success in sales is never in selling itself - instead it is always in the continuous act of prospecting. The course elaborates on the importance of putting a lot of effort into finding new prospects. The course also sketches out a plan for successful initial contact with a prospect. You will learn about telephone positioning, questioning, getting commitment, and many other important aspects of prospecting

 

 

Who should attend?

Everybody wanting to considerably improve their sales results – and better understand how value based selling can be a major enabler for that. Are you a director, a sales professional, a sales or marketing manager, a product manager, project manager or senior consultant this course will give you insight and tools that will strengthen your sales competencies.

 

Main learning points will be to:

  • perform effective pre-call planning.
  • identify customer situations and needs using effective research.
  • create an opening statement that creates 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.
  • identify 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.
  • how to build a compelling value statement.
  • use effective, best practice questioning methods.
  • use successful techniques and methods for positioning.
  • understand the basic mistakes made by sales people when using the phone.
  • get to know questioning techniques that stimulate good sales results.

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:

Prospecting Coaching

 

If you would rather want a coaching program tailored to your needs visit custom-built-coaching programs »

 

To top

  
William Wains Gade 14  |  DK-1432 Copenhagen  |  Tel: +45 2888 8901  |  Fax: +45 3965 4839  |  e-mail: info@rosenteam.com