Prospecting Strategies to Build a Qualified Pipeline

Prospecting Strategies to Build a Qualified Pipeline The ability to find, qualify and expand business is consistently ranked as a top priority among sales people and sales management. This seminar will provide you with tools and techniques to build a truly qualified sales pipeline that will grow your business—and increase your sales. You’ll learn a proactive approach to successful prospecting by first perfecting your lead qualification process. Next, practice your prospecting skills through role-plays, applying your new insights to determine what has value to your qualified customer. Finally, you’ll learn the intricacies of relationship management that will sustain an ongoing and profitable customer relationship. How You Will Benefit Develop a consistent lead qualification standard to optimize your time and effort Establish credibility with decision makers and key influencers Apply the concept of “qualifying in” as opposed to “qualifying out” Utilize questioning techniques to pinpoint customer priorities Understand when and how to walk away from an opportunity Maximize time and resources by not chasing after unqualified leads Increase deal size by adding incremental value to the customer Close faster and more often by utilizing a better prospecting strategy Embrace motivation techniques to overcome common prospecting fears What You Will Cover Prospecting in an Effective Sales Framework The importance of prospecting and a qualified pipeline Challenges associated with prospecting Determining where prospecting fits within a sales framework The prospecting process (DIALS approach) Timing Prospecting Activities to Generate the Most Qualified Leads Determining how much time per week to devote to prospecting Using a prospecting score card Identifying Characteristics of an Ideal Customer and Sources for Potential Leads Developing an ideal customer profile incorporating market segmentation strategies Finding sources and channels for potential leads Using Customer Research and Market Trends to Develop a Customer-centered Message Defining objectives for prospecting calls Identifying best practices for conducting customer-centered research Delving into three methods for gathering market and customer information using advanced sales intelligence tools Engaging the Right Contact and Developing a Customer-centered Message Identifying different roles and levels of customers within an organization How to gain access to different roles and levels The Telephone Prospecting Steps model Opening a prospecting call Techniques to Qualify Prospects Techniques to link your offering to the prospect’s needs Probing strategies to qualify prospects Applying the concept of “qualifying in” as opposed to “qualifying out” Approaches to address call reluctance Relationship Management Leveraging your network to identify and expand business Identifying techniques for external/internal networking Developing a networking “elevator pitch” Asking for a referral Who Should Attend Sales professionals (individuals and managers), business development managers, sales representatives (internal call center and external field representatives), and account managers, as well as professional fundraisers, and any business professionals seeking to effectively build a qualified pipeline of prospective customers. Extended Training Description Learning Objectives Define Prospecting and Its Alignment to an Effective Sales Framework Apply a Customer-Centered Approach When Aligning Your Value Proposition to a Customer’s Strategic Initiatives and Buying Process Gain Access to the Right People at the Right Time to Identify and Qualify Opportunities Describe Three Types of Sales Intelligence Technologies Apply Relationship Management Strategies and Skills to Expand Client Relationships and Business Sales Prospecting Fundamentals Define Prospecting and Explain Why It Is Important Define Qualified Pipeline Describe the Challenges Associated with Prospecting Describe the Prospecting Process—the DIALS Approach Apply Tools and Strategies to Measure Success When Prospecting Identifying Your Ideal Customer and Potential Leads Develop Your Ideal Customer Profile Identify Sources and Channels for Potential Leads Customer-Centered Research Identify Effective Methods for Conducting Customer-Centered Research Define Objectives for Prospecting Calls Identify Strategies to Record and Maintain Prospect Information Gaining Access Identify Customers’ Different Roles and Levels in Their Organizations Identify How to Gain Access to Different Roles and Levels Identify the Telephone Prospecting Steps Model Demonstrate Opening a Prospecting Call Describe Techniques to Explain to the Prospect How the Offering May Benefit Him/Her Completing the Call Identify Questioning Strategies to Qualify Prospects Identify Options to Propose in Order to Close a Prospecting Call Demonstrate the Telephone Prospecting Steps Networking Identify Techniques for Networking—Externally and Internally Develop a 30-Second Networking Introduction   Training Course Seminar Workshop Provider Download Training Catalog 2009

Instructor Schedule May 7-8, 2009 2 days Venue Grand Preanger Hotel Bandung Tuition Fee  Rp. 3.400.000,-   per participant, excluding accommodation & tax. Registration Send by email -or- fax to: PT. FOCUS TRACO INDONESIA Wisma Pakuan, Jl. Pakuan 12 BOGOR – 16143 (021) 7009-9943   (0251) 2169-150 (0251) 7534-984 training@focustraco.com

~ by training-course-seminar on February 2, 2009.