Description

Companies lose on average 50% of their customers every five years and their existing customers cannot guarantee the development of their turnover. Winning new accounts is vital to limit financial risk, replace less loyal customers and develop your business. Prospecting is a major issue to ensure their long-term commercial success. This commercial prospecting training gives you the three keys to success of the best 'hunters': techniques, organization and mentality. Become an expert and master the subtleties of successful prospecting.

Who is this training for ?

For whom ?

Any person in charge of commercial prospecting or facing a prospecting challenge. Salesperson, hunter, technical salesperson, sales engineer, business engineer.

Prerequisites

None.

Training objectives

Organize your prospecting action

Obtain qualified prospecting appointments

Make the prospect want to change supplier

Maintain your hunting mentality

Training program

• Organize your prospecting Define your targets.
  • Build your prospecting file.
  • Determine the potential and accessibility of prospects.
  • Choose your prospecting means: direct approach techniques: mailing , telephone, e-mailing; indirect approach techniques: trade fairs, conferences, webinars, recommendations, free trials;
  • Practical workshops: my prospecting tools
• Obtain qualified prospecting appointments
  • Qualify your interlocutors.
  • Cross the different roadblocks.
  • Catch the interest of the interlocutor.
  • Argue the benefit of the meeting -you.
  • Return to common objections.
  • Accept the refusal... to better come back.
  • Scenario training for making an appointment. you telephone
• Succeed in the first face-to-face prospect interview
  • Make the first contact successful through appropriate behavior.
  • Catch the prospect's interest.
  • Questions to understand explicit and implicit needs.
  • Commit to action: argue to convince.
  • Conclude the interview positively, whatever the outcome.
  • Scenarios Face-to-face scenarios -prospecting face
• Ensure follow-up of your prospecting
  • Set up a prospecting plan.
  • Create a prospecting rhythm.
  • Establish a recovery and follow-up plan.
  • Seize every opportunity to stay within the prospect's landscape.
  • Make each client a business provider.
  • Scenario Construction of your prospecting plan.
  • A virtual class. 'Manage objections - Level 1'; 'Manage objections