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Qualifying Sales Prospects
Everyone must manage the time and energy they have to get the most results for their efforts. For sales professionals, part of this efficiency comes from qualifying sales prospects. This course has tools, techniques and methods for making sure that you are following sound principles as you qualify prospects and determine where to invest your time for the best potential pay-off.
The course covers such topics as
How to find the right pool of prospects
Methods to make qualifying calls
How to transition into requesting an appointment
After completing this course the learner will be able to
Find the right pool of prospects
Make the qualifying call
Transition into requesting an appointment
Qualifying Sales Prospects
Description
Everyone must manage the time and energy they have to get the most
results for their efforts. For
sales professionals, part of this efficiency comes from qualifying
sales prospects. This course has tools,
techniques and methods for making sure that you are following sound
principles as you qualify
prospects and determine where to invest your time for the best
potential pay-off.
Audience
This course addresses the training needs of sales staff.
Prerequisites
None.
Course Duration
»
1. 5 hours
Topics Include
How to find the right pool of prospects
»
How to search for the clients with the most potential
»
Techniques to identify target markets
»
Ways to apply the 80/20 rule to sales
Methods to make qualifying calls
»
How to devise a script for making effective calls
»
Qualifying questions to ask
»
Ways to get to the right people
»
Skills to establish trust and build rapport
How to transition into requesting an appointment
»
Techniques to control the qualifying conversation
»
Active-listening techniques
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How to clearly identify a prospect's needs
»
Ways to secure agreement
»
Tips on building a referral database
Everything Courseware
Qualifying Sales Prospects
Objectives
After completing this course the learner will be able to
Find the right pool of prospects
»
Continually search for potential customers
»
Know her prospect pool
»
Select those most likely to buy
Make the qualifying call
»
Plan the call
»
Get to the right people
»
Ask the right questions
Transition into requesting an appointment
»
Control the conversation
»
Provide solutions to prospects' problems
»
Seek commitment
»
Follow up and follow through