PROSPECTING WORKSHOP
PROSPECTING DOES NOT HAVE TO BE HARD WORK!
Most sales professionals agree that the most difficult part of the sale is generating more qualified meetings.
Our 1-day workshop will shift your “prospecting machine” back into high gear by capitalizing on the foundation you have already built.
We have found that traditional sales trainings are geared towards a few tips and hints and provide little to no long-term results. Most participants have reduced their expectations down to the bare minimum of “If I just walk away with one new tip, it will be worth my while”. We believe it’s not up to the participant to dig for one thing that will make their time and effort worthwhile, it’s time to change the content of sales trainings.
We will introduce you to the New Language of Sales...a radically different conversation!
We think communication happens in talking, it actually happens in listening. Of all the things we are taught traditional sales training, we are never taught exactly how human beings listen and we are rarely, if ever, given tools that will take our listening skill to new levels of effectiveness. We have all been told that the prospect should be talking 80% of the time, but there are far deeper reasons than simply uncovering needs.
Your attitude and why that’s so important Have you ever wondered why one sale professional does something and produces outstanding results and when someone else does the exact same thing they produce very different results? In the traditional learning model we’ve been taught that actions produce results.
Your attitude plays a far bigger role in your success than you would ever imagine There is another model we will introduce you to.
Learn the 4 key attitudes of success
Design questions that fall into the 4 major categories:
Learn what needs to be present to be effective at making requests.
We will cover the “BIG 8” PROSPECTING ACTIVITIES