New World Prospecting, Qualifying and The Art of the Follow-up
Instructor: Marshall Zale
Course Description:
This course will provide you with trade secrets on how to: find new clients quickly through referrals, contacts and lead exchanges, turn the often dreaded “cold call” into a fun game, how to keep score to identify where you are underperforming in the sales process. Finally you will learn to develop a deep interest where your prospect is waiting on your follow up call! This webinar will provide methodologies for identifying new prospects, efficiently qualifying them and creating multiple opportunities to bring in new commerce to your company.
Who Should Attend?
Who Should Attend?
Anyone who is responsible for developing the sale of a product or service, who might find themselves short of new sales opportunities, could benefit. The cycle of identify, qualify, present and close is not unknown to the seasoned sales professional. Most sales professionals find a personal strength in one or two aspects and avoid developing the others. Finding new potential clients and qualifying them requires a new model of thinking; and in a competitive market place can seem like a daunting task. Follow up with busy decision makers can be a delicate and intimidating situation.
Benefits:
Attendees will learn how to identify who has the final word to procure your product or service. Are they the M.A.N.? Do they (the company) have the Money to buy your product or service? Do they have the Authority to buy your service or product? Do your prospects have a real Need for your product or service?
• Unearth a wealth of previously unknown “warm calls”.
• Increase velocity in the number of client presentations per month.
• Identify your weakness in the complete sales process.
• Save time by quickly learning how to disqualify a prospect.
• Develop new systematic strategies and closing opportunities for the second and third follow up attempt
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