Strategic Prospecting
Program Description: Gaining an executive’s precious time on the phone is far from easy. Executives need to immediately hear and believe the value you can provide or they will disengage and you will never get close to continuing the conversation or asking for a meeting. To add to the prospecting challenge, while executives are difficult to impress and persuade, most salespeople lack the skills to confidently develop and communicate a value proposition that is thoughtfully and accurately matched to an executive’s needs.
Richardson’s Strategic Prospecting Program helps salespeople develop the three most critical components to successful prospecting: (1) the skill to have a need-based dialogue with an executive that immediately begins to differentiate you and your organization and persuasively position your value; (2) the strategic insight to develop an effective Prospecting Plan; and (3) the confidence and discipline to execute the Plan. Participants learn a Prospecting Model that serves as a roadmap for an executive conversation and work through the psychology that drives each part of the Model so they can more realistically “think like a prospect.” Highly customized cases and exercises simulate the exact prospecting challenges salespeople face in their individual organizations to increase the potential for securing a meeting with an executive on the first contact.
Business Benefits
- Increase the number of contacts made and meetings scheduled
- Build the quality and integrity of qualified leads at the top of the pipeline
- Generate more leads by better leveraging referral sources and Centers of Influence
Objectives
- Provide a consistent strategy, Model, and skills for making more compelling prospecting calls
- Master the key mechanics of delivering a need-based message at the very start of the executive conversation through an efficiently researched Hinge and persuasive Need/Benefit Statement
- Develop an actionable, measurable Prospecting Plan that lives on after the training and delivers quantifiable results
- Provide strategies to overcome the biggest obstacles to making contact with executives: objections, voice mail, and gatekeepers
Audience: Program content is highly customized to any level, from new to experienced salespeople and their managers
Delivery Options: Available through one-day classroom delivery (Richardson-led or train-the-trainer), online eLearning, one-on-one coaching, or webinar