Accelerating Salesforce Effectiveness with Counselor Prospecting.
Business Challenges Solved with This Course
When competition is stiff, sales professionals cannot waste time on aimless searching to find new prospects. Instead, they have to be on target right from the start, quickly and efficiently finding the people and organizations that qualify as likely customers. A salesperson who is able to properly prospect will make the difference between winning and losing in business. Counselor Prospecting (CP) will show your salespeople how to win business and get ahead of the competition right from the beginning of the sales process. Protect and expand your revenue and market share by implementing Counselor Prospecting in your organization.
What You Can Expect From This Course
Researched and developed by Wilson Learning, Counselor Prospecting trains salespeople to make better go/no-go decisions about prospects earlier in the overall sales process. This helps avoid costly customer contact efforts with prospects who are not beneficial for the seller’s business. It empowers salespeople to choose the good suspects who are most likely to become good prospects. During this 2-day workshop, participants will focus on the following key learnings:
The Challenge of Prospecting
How to move beyond the myths about prospecting. How to calculate the pipeline ratio (the number of suspects it takes to turn up one good prospect) & how to improve the pipeline ratio by answering two questions: Are they good for us? Are we good for them?
Finding Good Prospects
How to develop criteria and use search engines to find suspects good for us, how to determine whether we are good for them by connecting our company’s unique value to identifiable business problems in the suspect companies & how to get referrals and use networks.
Accessing Good Prospects
How to leverage research and contacts to get an appointment with the right person, how to identify the best call points, how to create an effective access message & how to conduct a persistent campaign.
How to manage one’s self-talk using the Stop-Challenge-Focus model & how to implement best practices and use an action-planning tool.
Counselor Prospecting features various performance application, reinforcement and support tools. These additional learning components—pre-work, participant guide, application exercises and job aid cards allow participants to fine-tune and apply new skills and behaviors on the job. After the workshop, Our Learning That Never Stops™ approach ensures skills learned in Counselor Prospecting will be transferred to day-to-day work practices with our extended learning follow-up for self-paced reinforcement.
Involving sales managers early on, and training them to coach for interpersonal versatility, is also fundamental to successful Counselor Prospecting implementation.
NuVue works with your team to identify your business needs to ensure the delivery of the program targets your business challenges and objectives. Program content can be customized based on your business model.
At the end of the workshop, participants are able to:
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