Training Programs

Strategic Prospecting

Business Challenge

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 organisation from its competition. The Strategic Prospecting course offers skills and strategies that generate qualified and prioritised leads, engage potential prospects, secure meetings, and handle prospect objections.

Key Content
  • Examination of the prospecting process from the customer's point of view.
  • A five-step prospecting process for gathering information, pre-qualifying prospects, planning for and making contact, and following through .
  • 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 prioritising prospects.
  • A three-step outline for making the prospecting call.

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We can help

  • Is the loss of control over key accounts impacting your revenues?
  • Are you looking at developing strategic account management capability of your sales force?
  • Do customers see value and view your relationship as strategic?
  • Can your account managers evolve from operating at transactional to higher levels?
  • Are you looking to build capabilities of your account managers to operate in a global sales environment?
  • Are you looking at developing your account managers as trusted advisors with key accounts?
  • Are you operating in the SMB segment and want to develop you account managers?

Talk to us

Hand phone: +91 99721 75616