Course/Product Description Title: How To Prospect Training Seminar Description: You've learned about your product...you know who should be buying it...now you just have to learn how to get prospects! Most sales people recognize the importance of keeping the top of the sales funnel full with new opportunities. However, they shy away from prospecting and cold calling. Struggle no more, in this seminar you've found the answer to setting up those all important appointments. Learning Objectives Our hands-on seminar will teach you new perspectives on contacting prospects, building and developing specific value and positioning statements, and setting meaningful goals to help ensure appointment success. In one full day of action-packed training you will learn how to: Overcome negative perceptions about cold calling Effectively get appointments Develop and refine positioning statements Identify specific reasons prospects should buy Handle objections Set, track, and measure goals The Course Structure This one-day seminar combines theory, practice, and personal feedback through our unique scenario-based methods. Placed in teams, participants support each other and learn from each other as they individually compete for “getting the appointment” by making three on-site sales calls to instructors who portray their customers. Each scenario is based on the actual products and services that the participant sells, so you can take away proactively-developed pitches, scripts, and objection handling skills for your specific product set. By attending, you gain new perspective on contacting prospects, building and developing specific value and positioning statements, and setting meaningful goals to help ensure appointment success. Agenda 8:00 - 8:45 Introduction 8:45 - 9:30 Cold-Calls ~ Getting the Appointment 9:30 - 9:45 Break 9:45 - 10:45 Getting the Appointment ~ The Mindset 10:45 - 12:00 Selecting and Building Sales-Value Statements 12:00 - 1:00 Lunch 1:00 - 2:00 Making the Call 2:00 - 3:00 Preparing for Objections 3:00 - 3:15 Break 3:15 - 4:15 Putting it All Together 4:15 - 4:45 Setting Goals 4:45 - 5:00 Review Times and Dates This one-day seminar is held on the dates and times posted herein. About The Provider: Sales Concepts provides sales training seminars and programs, public sales training, customized sales training, trade show sales training, phone sales training and individual training. In addition to sales training, we also provide customer service training, leadership and management training, telemarketing sales training, field service representative training, presentation training and negotiation training. We educate people about the sales process, listening, asking questions, negotiating value, financial justification, return on investment, selling benefits, selling value, handling objections, closing, behavior styles, telephone sales, first impressions, negotiating tactics, concessions, power, intimidation, assumptions, creativity, presentations, hiring, coaching, and more. Sales Concepts, Inc. celebrates over 27 years in business by continuing to offer cost-effective innovative training programs. Your program is delivered by our best resource, sales and service training professionals who have experience in sales, service, leadership and management. Price: $1,095.00 More Info: Contact Us For More Information

Keywords For This Course:
getting the appointment, setting goals