Training: Soft Skills - Prospection Skills

Target audience

This training is ideal for anyone looking to sharpen their prospecting skills, including sales professionals, account managers, entrepreneurs, business development managers, marketers, and anyone involved in identifying and approaching potential customers.

Program

The Foundation of Prospecting
• What is prospecting and why is it crucial for sales?
• Understanding the prospecting cycle: from lead generation to qualification.

Lead Generation Techniques
• Traditional vs. modern prospecting methods.
• Digital tools and platforms for lead generation.

Communication and Contact
• Conducting effective prospecting conversations: scripts and spontaneity.
• Cold calling, email prospecting, and social selling.

Lead Qualification
• BANT framework (Budget, Authority, Need, Timing) for lead qualification.
• How to handle rejection and objections.

Integration and Action Plan
• Summary of the day and key learning points.
• Developing a personal prospecting action plan.

Results

• Funnel management
• Customer Segmentation
• Strategic Prospecting

Practical

• Duration: 1/2 Day
• Interactive session with role-playing
• Feedback and improvement points after each exercise
• Action plan and objectives to achieve