Detailed Description

Counselor Prospecting
Purpose:
Counselor Prospecting (CP) will show your salespeople how to win business and get ahead of the competition right from the beginning of the sales process. If you are concerned about protecting and expanding your revenue and market share, CP is a critical tool for all salespeople.

Process:
At the completion of this course, participants will be able to:

1. Discard their myths about prospecting and focus on how to be more efficient in finding good prospects

2. Use the Internet to surface good suspects and conduct research to identify real prospects who would be interested in the offering

3. Develop the skill for gaining an appointment with the right person in the prospect organization

4. Expand their ability to maintain motivation for prospecting and apply best practices.

Payoff:
Participants are empowered to choose the best prospects early in the sales process and avoid costly customer contact efforts.

Target Audience:
Sales Professionals

Program Duration:
1 Day

Additional Information:
Counselor Prospecting Overview