Prospecting Skills
VECCI Training Vouchers cannot be used on this course
Why we developed this program
Corporate decision-makers typically hang up on cold-call voice mail messages after only nine seconds. No matter how good a sales team’s face-to-face selling skills are, if they can’t schedule meetings with prospects, they can’t win new business. But prospecting has traditionally been one of the least liked, least understood, and least effective components of major account selling.
Prospecting Skills fills an urgent need for consultative, business-to-business sales organisations that target strategic senior level clients. This one-day workshop teaches the skills and strategies to gain access and differentiate yourself.
Who should attend
Prospecting Skills is for sales professionals involved in major sales who need to generate new business by turning suspects into prospects and prospects into clients. It is for experienced salespeople who feel at a sudden loss when having to initiate new business, and for less seasoned sales professionals who feel that prospecting is intrusive or that they have nothing to say.
The program is focused towards sales organisations that are determined to grow despite highly competitive, commodity-driven market conditions and a sluggish economy.
Prospecting Skills is recommended for salespeople, sales managers, marketing, product marketing or customer service professionals who are involved in the generation and follow-up of marketing leads.
This course can be delivered onsite at your premises. For more information call VECCI on 03 8662 5333.
Current scheduled course dates are as follows: (click on the course code to register online or call 03 8662 5333).