Smarter Prospecting Training

The Smarter Prospecting Training workshop incorporates the coaching of Sales1Boston’s Chief Sales Strategist, who mastered the skill of successful cold-calling very early in his selling career. This is more than learning how to cold-call like a pro; you will be afforded the framework to become extraordinary at new business development with lead generation strategies that can equip all winning sales organizations alike. Smarter Prospecting Training attempts to close the loopholes that sales teams fail to address: Always having enough qualified people to talk to by over-coming prospecting behavior resistance. Our intention is to put into action a proven structure – coupled with confirmed technique – helping you to connect you with more targeted prospects. The end result is filling a bona fide sales pipeline with real prospective business opportunities.

 Smarted Prospecting is centered on:

1. Mapping – We will work alongside sales management and ownership to recognize your true business targets, utilizing “strategic selling criteria” for targeted business development.
2. Target Building – With only a limited amount of prospecting minutes each day, sales people will maximize each prospecting call by speaking and presenting to the right people with more leads.
3. Custom Scripts – The jewel of this sales training program: we will afford each sales person with the fundamental telephone technique to efficiently and consistently set new appointments.
4. Measuring Call Ratios – You will create a benchmark to increase your call to appointment and prospective customer ratios; the days of prospecting by the seats of our pants are over.
5. Introductions and Referrals – Customers are your most valuable asset. Learn the essential technique and general understanding of relationship building and networking with customers.
6. Coaching and Advisory – Post-implementation support ensures that you will be positioned to succeed and advance the agenda; made available on-site (workshops), web and tele-conference.

 Breaking Down the Success Barriers

 Our position with prospecting is this: You don’t have to love it; you just have to do it. Regardless of your industry or business type, you’re never going run out of prospective customers if you continuously focus on filling your pipeline with new leads and opportunities.  And, if you follow our sales strategies, utilize our prospecting scripts and execute a proven game plan, you will increase your sales.

 What you will take from the Smarter Prospecting Training program:

• How to get through the screen 90% of the time (reaching the decision maker)
• The do’s and don’ts of using voice mail
• How to plan out your calls before you make them
• When to send emails and your best approaches
• How to set a real appointment with a prospective client
• How to identify prospect’s “pain points” before you meet
• How to sound 100%  different from every other sales person in the field
• How to maximize every sales and prospecting call (regardless of the result)
• How to ask for an appointment and go for the "no” without fear (worst case approaches)
• How to obtain warm introductions and maximize all referral opportunities
• How to leverage call ratios to scale results and keep the lead hopper flowing
• A fundamental base to self-correct and assume accountability for the behavior

 The Truth About Sales Training

 We believe a great majority of sales managers who invest in sales training, experience a temporary spike in results; most of the time the under-lying issues (poor sales behavior, lack of direction of skill sets and technique) remain unaddressed. The Smarter Prospecting Training approach, during and post-implementation, will leave no stone unturned. The key to producing more revenues is a sales pipeline system – such as our SaleZBoard™ - which is constantly being re-fueled with prospective business opportunities. This sales training curriculum will accomplish just that.

The Truth About Sales

The sales cycle begins the minute you walk into a prospective client’s office, putting yourself in front of individuals who might be interested in what you have to offer. Not all prospects will give you business; sales is a “no” business; we’re always going to see more no’s than yes’s. If you don’t agree with that statement, sales – never mind sales training – is not for you.

 Unfortunately, rejection is a part of the game of sales. You need to have total tunnel vision and continue to focus on consistently putting yourself in front of prospective customers; be loyal to the behavior. The reality is most salespeople have never been trained to operate as pure “sales hunters”. In this business climate, if you’re not hunting, you’re not eating. We will seal this crack in your current prospecting business plan.

 What You Need to Know About Cold-Calling

 There are five basic elements to the cold-appointment call:

1. Contact
2. Reason for your call
3. Identify pain points/concerns
4. Mini-commercial (what you do)
5. Ask for the appointment

 It sounds straightforward - and it is - but far too many people lack the confidence and understanding needed to hit their goals with enough selling opportunities in their appointment calendar.  Another important element of Smarter Prospecting Sales Training is the manner in which we help sales people structure each call and how we tackle customer hesitation or lack of interest - which can happen often and early in prospecting calls. Most salespeople simply end a call when they hear, “no thanks”; our clients embrace it. We look forward to the “no”. In many cases, it can signal we have a live one (prospect).

 Centered on the expertise of our Chief Sales Strategist, Sales1Boston not only conveys extremely successful sales training content, we focus on the immediate execution of the content. By creating a branded strategic business development plan, the sales force will be outfitted with post-implementation scripts, fundamental criteria and sales processes - all customized to your unique sales environment.

 Smarted Prospecting just makes good sense; so let us score big for your sales organization today!

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