Foundational Skills and Knowledge Required of High Performing Salespeople. This course takes the mystery out of prospecting and establishing needs. Learners will gain a clear understanding of the prospecting process and the fundamental skills required to build lasting, long-term, trusting relationships with customers.
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Participants in Course Two will gain skills in understanding their product's value, identifying good prospects, maximizing the sales funnel, improving conversion ratios, creating a strategic prospecting plan, understanding the WIFM, creating an effective elevator speech, overcoming call reluctance, and so much more.
Course 2 of 3 in the Professional Selling: 3 Steps to High-Performance Specialization.
Syllabus
WEEK 1: Why is Prospecting Important?
WEEK 2: Prospecting Best Practices
WEEK 3: Finding High-Quality Leads
WEEK 4: Establishing the Needs
