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Prospecting for Sales
Introduction
Prospecting is arguably the most important element of the sales cycle. Skills in Probing, Listening, Demonstrating, Closing and Objection Handling are valueless unless we have a Prospect bank.
Prospecting has been described as a 'Numbers Game'. There is an element of truth in this. Quantity will always be important. However, as the Quality of your Prospecting improves, the quantity can be reduced.
The Course Covers
- Where do you begin to find Prospects
- What information do you want
- Prospect qualification
- Who makes up the D.M.U. (Decision Making Unit)
- Monitoring and setting your Personal Activity Rates
- How to plan your territory
- Telephone selling
- Conversion rates
- Structuring a mailer with impact
Course Duration
One day
Certification
Certificate of Attendance
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Call Free: 0800 31 88 35 fax: 01708 739 041 All NEBOSH, IOSH, IFE, IEMA, ILM, IRATA and City & Guilds courses are run through authorised centres.
NOW AVAILABLE! Now from £190.00
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London: 020 8819 9561
Manchester: 0161 660 7660
Norwich 01603 857 877
Glasgow: 0141 530 7710
or call free on 0800 31 88 35
e mail: info@trainingworld.co.uk
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