Open Doors to New Opportunities with Strategic Prospecting Training
Sales professionals need strategic prospecting skills to gain access to new accounts and senior decision-makers to grow business. Oftentimes, they only get one chance to do it right. To be successful, sales professionals need training to learn how to build trust, add value and create a foundation for a win-win relationship.
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Richardson Sales Performance’s Consultative Sales Prospecting Training Programme
The Consultative Sales Prospecting training programme is a needs-, dialogue- and value-based relationship approach to pursuing opportunities. The strategic prospecting training programme includes an exploration of four powerful elements that will increase your effectiveness in gaining access to prospect opportunities. It provides a collection of dialogue models that train your sales team to effectively position value, earn new customer appointments, access senior decision-makers and gain contacts for referrals.
For more information about our perspective on what it takes to effectively prospect to modern buyers download the complimentary white paper, Prospecting in a Noisy World.
Sales Prospecting Training Programme Business Benefits
Upon completing the sales prospecting training programme, your sales team will experience the following business benefits:
- Increase in the number of successful new contacts made and meetings scheduled
- Building and expanding relationships by reaching senior decision-makers
- Generating more leads by making better use of referral sources
Key Areas Of Content:
Adding Value to Potential CustomersWe teach your sales professionals how to build and deliver a value statement, a structured message that links your capabilities to a known or potential customer issue to increase persuasiveness, to be used in prospecting efforts. Customers can and will disengage quickly and easily if they don’t perceive a benefit or feel that there is a reason to continue speaking with your sales professionals.
Gaining the AppointmentWe equip sales professionals with a roadmap for quickly gaining the customer’s interest and demonstrating credibility to increase their success in gaining agreement to a meeting. In this programme, we teach them to be prepared to gain the customer’s attention quickly.
UptieringWe teach your sales professionals how to gain a current contact’s agreement to arrange a meeting with a senior-level decision maker. In this programme, we increase the sales professional’s chance of getting a meeting with these senior-level decision makers by teaching them how to articulate a compelling reason for the introduction that shows value and minimises risk to their contact.
Asking for ReferralsAs a part of this programme, we teach sales professionals a roadmap to ask a current contact for a referral to another contact. We teach them that how they ask influences the chances of successfully obtaining a referral. We ensure they leverage positive experiences and positioning benefits to help foster trust and increase receptivity to giving the referral.
Content Grounded in Behavioural ScienceOur content is grounded in behavioural science. The focus on behavioural science across our programme matters because we know that buyers make decisions based on both logic and emotion, an important and often overlooked component both buying and selling. In fact, the emotion component of buying overrides the logical one. Sales professionals familiar with behavioural science concepts improve their ability to connect with customers because they have a greater understanding of their customer’s biases and their own. This helps them to more objectively evaluate opportunities and challenges, avoid aggressive behaviours, and reach their goals.
Program Delivery Options
Our Consultative Prospecting Programme is Available in the Following Modalities
VIRTUAL INSTRUCTOR-LED TRAINING THAT REPLICATES IN-PERSON CLASSROOM EXPERIENCE
Our VILT solution leverages video and digital technology and 40+ years of sales and learning expertise. Our virtual classroom replicates the experience and impact of live, in-person training by using interactive tools such as polling, chats, and breakout groups, to ensure time for small group work like group drills and role plays.
DIGITAL, ONLINE LEARNING PLATFORM BUILT TO INSPIRE SELLERS
This programme is available on our digital learning platform, sitting at the heart of a blended learning solution. It is built to engage and inspire sellers, provide real-time visibility into performance for sales managers, and drive long-term results.
INTERACTIVE, INSTRUCTOR-LED TRAINING
Our onsite, Instructor-led workshops are an experience. We use a ‘Learn-by-Doing’ methodology, where sellers are actively participating in role plays, problem-solving, and brainstorming exercises. They also receive intensive coaching and feedback throughout the onsite programme by the best facilitators in the business.