Efficiently prepare your sales prospecting

The objectives:

Understand the fundamentals of sales prospecting and its role in business development.
Acquire the skills needed to identify and qualify potential prospects.
Learn to prepare and plan a prospecting strategy tailored to your company.
Master communication and persuasion techniques to create sales opportunities.
Know how to effectively manage and follow up on contacts and leads generated by prospecting.
Continuously evaluate and improve your sales prospecting performance.

Requisites:

None.

For whom:

This course is designed for anyone who wants to improve their sales prospecting performance.

Methods used:

Assessment:

Assessment of skills acquired during training via a questionnaire and role-playing exercises.

Access time:

From the first registrant, training can be provided within 1 month of signing the agreement.

Accessibility:

This training course is accessible to people with reduced mobility. For any other situation, please contact us to study the possibilities of adapting the training.

Fundamentals of commercial prospecting

Definition and importance of commercial prospecting.
The different types of prospecting: cold, warm and hot.
Identifying the benefits and challenges of prospecting.

Identifying and qualifying potential prospects

Techniques for identifying prospects in your target market.
Assessing prospect relevance and potential.
Utilizing tools and resources for prospect research.

Prospecting strategy

Developing an ideal prospect profile.
Developing a personalized approach based on different market segments.
Planning an effective prospecting sequence.

Techniques of communication and persuasion

Effective communication with prospects.
Using persuasion techniques to arouse interest and obtain appointments.
Managing objections and resistance.

Management and follow-up of contacts and leads

Use of a customer relationship management (CRM) system.
Regular follow-up of contacts and leads.
Qualification and prioritization of leads to maximize sales opportunities

Performance evaluation and improvement

Measurement of prospecting results.
Analysis of key performance indicators.
Implementation of a continuous improvement process.