(Available also for Customised Training by Duration, Venue & Fee)
Focus of the Course
• How to plan prospecting for new customers
• How to position the organization and products appropriately to attract the right desires and patronage of prospects
• How to do the prospecting itself
• How to develop useful leads
• How to develop relationship management capabilities.
Course Contents
DAY ONE
Types of Prospects
• Successful Prospect
• Prospect with Problem
• Complacent or Satisfied Prospect
• Negative or Difficult Prospect
• Attributes of Excellent Prospects.
Planning the Prospecting for New Business
• Develop the right objectives
• Identify prospects' real interests
• Prioritise the prospects
• Develop marketing plan.
Leads
• Sources of new prospects
• Generate useful leads
• Find and nurture key contacts
• Manage the new relationship effectively.
DAY TWO
Business Positioning
• Sell functional benefits
• Sell emotional benefits
• The R3 winner's formula.
Prospecting
• How to open doors
• How to recognise and convert opportunities
• Analyse your product
• Analyse your market
• Develop the right objectives
• The conventional tricks: mails, referrals, etc.
• More business from known clients.
Prospecting Strategy
• Who exactly is my probable customer?
• Where is my prospect?
• Why may my probable customer buy - Buying Influences?
• Who constitutes the buying centre?
• When does my customer buy?
• Who is my Competitor?
• Who are my non-probable customers?
DAY THREE
Opening the First Call
• Show gratitude
• Identify a problem
• Build expectancy.
Make Your Case
• Tips on winning presentations
• Help your customer/client.
Targeting Large Accounts
• Caution on large new accounts prospecting
• Critical success factors in managing large accounts
