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Strategic Prospecting
Business Challenge

Prospecting can no longer be treated as simply a matter of dialing enough telephone numbers. Strategic prospecting is the foundation for increased levels of business development, customer retention, and profitability. To initiate profitable customer relationships, salespeople must be able to generate qualified leads, identify the right contacts, and capture their attention. And they need to do these things in a way that differentiates the selling organization from its competition.
Strategic Prospecting

Strategic Prospecting offers skills and strategies that generate qualified and prioritized leads, engage potential prospects, secure meetings, and handle prospect objections.

Key Content

The following are content highlights of Strategic Prospecting:

* Examination of the prospecting process from the customers point of view
* A three-stage prospecting process for planning and making the initial contact
* A three-step process for successfully handling objections during the prospecting process
* Techniques for generating referrals, using four different approaches
* Tips and guidelines for pre-qualifying and prioritizing prospects
* A three-step outline for making the prospecting call

Target Audience

Strategic Prospecting is for salespeople actively involved in territory development and operating in a competitive selling environment. Participants should possess a solid understanding of their organizations selling process, be able to move sales situations forward, and consistently apply fundamental consultative skills.
Outcomes

By participating in Strategic Prospecting, participants will be able to:

* Increase the number of pre-qualified, prioritized prospects
* Increase the effectiveness of initial contacts for new business
* Shorten the cycle time to engage high potential prospects and convert
those opportunities to new business

Strategic Prospecting is a 1-day, classroom-based learning experience with on-the-job reinforcement activities and post-training reinforcement.

http://www.forum.com/sales_force_effectiveness/finding_customers_sales/strategic
_prospecting-57.aspx

http://www.bplans.com/spv/3302/5.cfm