John Bennett, Director, Bennett Engineering
What you can expect from
The good news is that your sales teams don’t need to be superior salespeople to be effective prospectors. When they follow the proven strategies and techniques taught in this course, they are guaranteed to increase their new customer appointments, and immediately.
The course teaches a professional soft-sell prospecting approach, primarily for business-to-business selling, and particularly for approaching senior decision makers.
The selling style is consultative, designed to build customer confidence and establish a long-term relationship. (Uses no hard sell or tricks.)
Mike shows your team how to engage potential customers in the first few seconds of a call and turn-around the most common rejections, “We’re happy with our present supplier”, “We don’t plan to change” and “We do that ourselves”. Mike also demonstrates a simple technique that turns the request, “Send me a brochure” into a continuing, positive discussion.
Your team also learn a 'last minute' request that fills your prospect pipeline with up to eight times as many genuine opportunities for future follow up.
Reaching senior decision makers
It’s easy to get appointments with lower level staff, unfortunately, they can’t make a buying decision or approve a change of supplier. Your team learn proven email and cold call strategies and techniques that get them their critical first meeting with senior decision makers. And it’s a lot easier than they might think.
Breaking into your competitors’
These same prospecting techniques are particularly effective at winning your competitors’ valued accounts. Your team learns approach strategies that encourage decision makers to consider you as an alternative or complementary supplier.
Let me be completely honest
I can’t promise that all your team will double their sales appointments, no one can, BUT…
Several long-established sales and telemarketing teams have tripled their appointment rate in the week after this training.
Does your team find email and cold call prospecting challenging?
How this training helps