Prospecting Skills:

PROSPECTING SKILLS

Prospects are the source of a salesperson’s prosperity. The quality and quantity of a sales person’s prospects determine their degree of financial success when new customers (clients) are important.

The topics in this Program will affect positively both the quantity and the quality of prospects you will enjoy. And, they make a challenging job easier for everyone.

Mining Trade Shows for Leads
	What is expensive,  time consuming,  hard work and rarely worthwhile?  You guessed it.  This topic helps you convert rarely worthwhile into really worthwhile.
Improving Your Account List
	Teach your salespeople to identify and sell “Plum” accounts, and leave the rest for someone else.  Increased production will be your reward.
Requesting Referrals Successfully
	Show salespeople how to ask for referrals and watch their prospect list expand.  More prospects  -  more sales.
Teleprospecting For Sales Appointments - Part One
	Part 1   Deomonstrate how to capture a prospect’s interest to secure a sales appointment and how to convert their objections into appointments. This topic is a companion to Teleprospecting For Sales Appointments - Part Two.  Please order both parts.
Teleprospecting For Sales Appointments - Part Two
	Part 2   Convince salespeople to set Call Objectives that make every call successful. Then watch call reluctance begin to disappear.  This topic is a companion to Part 1.  Please order both parts.
Face-To-Face Prospecting Calls
	Teach the skills needed to make walk-in cold calls that result in appointments.  This skill makes your salesperson more productive.
Profiting From Networking Events
	What fun!  Teach salespeople how to prepare for and enjoy meetings, events and conferences.