Prospecting Old and New Territories

Course Overview

Prospecting is a critical component of sustainable sales success. In this course you will learn that prospecting is not selling, but research. This program focuses on phone skills, field cold calling, and finding qualified prospects to get them interested in a face-to-face meeting. Stepp Sydnor has developed these materials to ensure salespeople maintain a high level of prospecting activity.

Course Goal
The two critical and most important skills needed for outside salespeople is the ability to schedule a qualified meeting and conduct an effective first meeting. The goal of Prospecting Old and New Territories is to help sales people improve their ability to find qualified prospects and schedule onsite meetings.

Course Objectives
As a result of this program you will:

• Understand the difference between prospecting and selling.
  
• Gain insight to gatekeeper and screener tactics and strategies.
• Know how to stay focused and motivated.
• Understand and classify 7 types of prospects.
• Recognize strategies to organize and grow a new market.
• Discover how to create effective calling, email and letter scripts/templates.
• Be able to craft benefit statements to get prospects interested.
• Know how to request a meeting effectively.
• Determine how to get prospects to call you back.

Follow-up Program
To ensure the principles and concepts of Prospecting Old and New Territories are implemented and new behaviors become habit, it is important to have a follow-up program.

• Regularly scheduled coaching sessions to reinforce, evaluate and enhance application of the course information.
• Forms and templates that can be used for follow-up and future coaching.
• Audio CDs that are interviews from actual cable Internet sales representatives.

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