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.

Program Overview

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
Counselor ProspectingHow 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.

Enabling Improved Performance
If live Internet access is available during the program, participants can use their own Intranet or business subscription services for real-time application.

The Counselor Prospecting Planner tool, provided in both paper and electronic versions, helps salespeople apply the structured approach they learned during the program to the often unstructured “real world” of selling.  Management coaching is essential to the reinforcement and effective use of Counselor Prospecting. As a highly recommended option, NuVue Business Solutions facilitators can provide coaching in order to focus on the specific skills developed in Counselor Prospecting. More general coaching skills can be learned in other Wilson Learning programs, such as Lighthouse Coaching (webcast) or Managing Sales Performance (classroom).

Programs Benefits

The Challenge of Prospecting
Discard their myths about prospecting and focus on how to be more efficient in finding good prospects.

Finding Good Prospects
Use the Internet to surface good suspects and conduct research to identify real prospects who would be interested in the offering

Accessing Good Prospects
Develop the skill for gaining an appointment with the right person in the prospect organization.

Expand their ability to maintain motivation for prospecting and apply best practices.

Program Details

Session Length 2 Day Programs available
Participant Materials:  Participant Guide, job aid card, eLearning follow-up modules

 The four module CP program is typically delivered in a classroom setting but can be delivered in a blended classroom and electronic approach.  NuVue Business Solutions 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.

Contact NuVue Business Solutions at 800-688-8310 or 919-562-5599 to see how we can help develop your Sales Team and produce business results.

Counselor Prospecting Fact Sheet

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