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Sales Prospecting Skills

Understand how to improve your prospecting and master this skill.

Chart Learning Solutions

Summary

Price
£85 inc VAT
Or £28.33/mo. for 3 months...
Study method
Online
Duration
4 hours · Self-paced
Access to content
3 months
Qualification
No formal qualification
3 students purchased this course

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Overview

In sales looking for qualified buyers is like panning for gold, looking for “not dirt” and quickly disqualifying non-buyers. As you look for clients think of what needs to change to get the results you want. You will need a "prospecting mindset." We will help you to discover what attitudes need to change in order to improve your prospecting mindset. What behaviours and approached do you need to change. We will show you how to be strategic, anticipate and plan for objections as early as your opening benefit offer. Without a pre-planned response to a prospect’s reaction, your conversation could be over before it’s begun.

Course media

Description

We have five Prospecting courses available in this series that focus on:

  1. Psychology of prospecting
  2. Prospecting campaigns
  3. Telephone/voice mail return
  4. Warm call referral prospecting
  5. Dealing with indifference

Each course averages 30 minutes to complete with a post assessment included for each course. The Application Activity forms will allow the participant to apply the learnings in their own scenario and environment.

Learning Outcomes:

On completion of this course/article candidates will be able to:

  • How to implement POWER prospecting techniques, organize a strategic prospecting plan, create ideal customers, explain how to turn cold calls into warm calls that generate interest, describe how to open sales conversations with an opening benefit offer, Describe the Four Reaction Modes--ways prospects will respond to your offering.

Who is this course for?

Managers, Team Leaders and Young Professionals

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Legal information

This course is advertised on reed.co.uk by the Course Provider, whose terms and conditions apply. Purchases are made directly from the Course Provider, and as such, content and materials are supplied by the Course Provider directly. Reed is acting as agent and not reseller in relation to this course. Reed's only responsibility is to facilitate your payment for the course. It is your responsibility to review and agree to the Course Provider's terms and conditions and satisfy yourself as to the suitability of the course you intend to purchase. Reed will not have any responsibility for the content of the course and/or associated materials.

FAQs

Study method describes the format in which the course will be delivered. At Reed Courses, courses are delivered in a number of ways, including online courses, where the course content can be accessed online remotely, and classroom courses, where courses are delivered in person at a classroom venue.

CPD stands for Continuing Professional Development. If you work in certain professions or for certain companies, your employer may require you to complete a number of CPD hours or points, per year. You can find a range of CPD courses on Reed Courses, many of which can be completed online.

A regulated qualification is delivered by a learning institution which is regulated by a government body. In England, the government body which regulates courses is Ofqual. Ofqual regulated qualifications sit on the Regulated Qualifications Framework (RQF), which can help students understand how different qualifications in different fields compare to each other. The framework also helps students to understand what qualifications they need to progress towards a higher learning goal, such as a university degree or equivalent higher education award.

An endorsed course is a skills based course which has been checked over and approved by an independent awarding body. Endorsed courses are not regulated so do not result in a qualification - however, the student can usually purchase a certificate showing the awarding body's logo if they wish. Certain awarding bodies - such as Quality Licence Scheme and TQUK - have developed endorsement schemes as a way to help students select the best skills based courses for them.
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