Competence	Confidence	Character
Get the skills that you need to build relationships and open sales opportunities	Learn to break your fear of making the call	Humanize the sales process
Learn how to nurture clients for long-term sales success	Make telephone prospecting a pleasurable and productive experience	Learn the importance of humility and integrity

Workshop to Include:

Keys to Getting In Front of Decision-Makers^TM - No more “Dialing for Dollars”

• Understand why your current "getting in" approach is probably hurting your efforts to set up meetings.
• Develop strategy for finding decision-makers in large companies
• Define and prioritize your ideal targeted customer based on the key factors relevant to your sales success.
• Find sources of data using our data acquisition checklist for your customer and determine which is the most cost-effective route for your short-term and long-term needs

Developing Your Message - Scripting:

• Develop a series of offers that are relevant to your clieints
• Multiple conversational scripts in bullet form
• Multiple Voicemail scripts
• Gatekeeper strategies
• Valuable, interesting written correspondence
• Case Studies – what you have done for others
• Website and marketing collateral

Objection-Handling:

• Design and Practice Objection-Handling techniques that get  to the truth behind objections such as

·        "We don't have the budget"

·        "We already have another vendor"

·        "Your price is too high"

·        "Send me information"

·        "I'm not interested"

Supporting Materials

• How to use direct mail and/or email to introduce yourself without creating the wrong impression
• Understand if you should use introduction letters before the call
• Develop email templates to confirm appointments or meetings, without sounding like spam
• Design follow-up email to re-engage old prospects
• How to use email to build credibility and trust
• Understand what type of brochure / fact sheet / case studies / testimonials should I develop to build credibility and trust
• Ensure your website is tuned to your telephone prospecting strategy

The Call System – Putting it all in a System for maximum productivity

• Determine the best time of day or best days to reach your prospects
• Develop automatic follow-up strategies
• Set-up your calendar to quickly work with client requests
• Learn call cycle strategies used to reach “the unreachables”
• Develop your “Plan B” for contacts that are unreachable
• Set-up your CRM / Contact Management for maximum productivity
• Design your measurement system with three easy-to-use forms
• Design an incentive system for yourself to keep you motivated
• Set-up automatic follow-up strategies to ensure that you keep in touch over time to capture demand over time

Deliverables/Takeaways from Getting In Front of Decision-Makers^TM Workshop:

• Identify the importance of prospecting in terms of the overall sales cycle and of achieving their own sales goals.
• Develop a plan for telephone prospecting and territory development
• Develop confidence that propels you in front of your key prospects
• Telephone prospecting insights to reach decision-makers – even the “unreachables”
• Telephone prospecting into large companies – techniques to research decision-makers
• Researching and procuring the prospect list – which one is right for you?
• Templates for designing your professional telephone prospecting programs
• Checklist of the tools you need to effectively manage and report on the program
• Workbook with all the information and processes to get you started
• Samples of scripts, objection handling and feature/benefits selling that work

Course Format and Length:

This one-day interactive workshop is designed for 10-21 participants.  The workshop develops improved prospecting and qualifying skills through a carefully designed series of learning activities that include:

• Facilitator presentations and skill modeling
• Readings
• Audio examples
• Table Group Activities and Group Discussions that provide opportunities to exchange views, experiences and ideas
• Exercises to develop and transfer skills and concepts to your sales environment
• Role plays
• Feedback and critique of the participant’s use of the skills and techniques taught in this program

In-House Sessions

We create custom programs for your team

Public Sessions

Call us for the next public session near you

Times - 8:30 a.m. to 4:30 p.m.

Course cost:  $695 per attendee, group rates available