TRAINING
10 FUNDAMENTAL Cold Prospecting Techniques
PROFITABILITY
SHORT TERM
GOALS
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Find new customers
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Increase turnover
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Increase margins by selling value
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Understand lead acquisition processes
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Handle storytelling and foot-in-mouth to create relationships from the first call
PARTICIPANTS
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This course is aimed at all people whose role is to find new customers and primarily sales people.
DURATION
2 DAYS
- commercial hunting and motivation
- Automations
- business development
- segmentation/identification of DAS
-elevator pitch
- sales storytelling
-foot in mouth
- phone prospecting
-automation on LinkedIn
- behavioral manipulation techniques
-SPIG sales method
-artificial creation of freedom
ALSO AVAILABLE IN FRENCH
For your international teams
program in English CLICK here
TRAINING PROGRAM
3 PREPARATORY TECHNIQUES FOR 5 MODES OF VALUE CREATION
3 preparatory techniques to understand the real behavior of your customers before selling
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Rapid strategic segmentation technique (tool)
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Knowing how to behave with the customer: how the type of competition influences the relationship customer (Tool : the typology of competitive systems)
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the simple definition of a good communication / good commercial action
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the AViR workshop (Virtual Reality Analysis)
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workshop/discussion
5 types of arguments to convince based on value
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Knowing how to choose between the 5 major value creation strategies
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Interesting prospects in less than 15 seconds: the elevator pitch technique
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The specificity of the sale of services (only if your business sells services)
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workshop/discussion
2 methods to solve the paradox of choice
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understand the paradox of choice
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the negative effects of the paradox of choice
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solving the paradox of choice
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workshop/discussion
PROSPECTION SPEECH
Call duration: an endurance race
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short calls no longer sell: impact of long calls
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insert sales stories
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combine with the "foot-in-mouth" technique to create a bond
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Prospect without selling so as not to generate reactance
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Hold motivation
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THE "power poses": a criticized technique that can work
The first 5 seconds with a brand new prospect
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the only technique to take the prospect's time (artificial creation of freedom)
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workshop/discussion
5 to 15 seconds with a brand new prospect
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1 questioning technique "are you concerned by..." and its role as a "Situation" question
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workshop/discussion
15 to 35 seconds with a prospect
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Elevator pitch technique
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4 steps to follow in the elevator pitch
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workshop/discussion
After 35 seconds of discussion: 4 ESSENTIAL STEPS TO TELL A STORY THAT SELLS
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the SPIG structure
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the implicit need of the prospect
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the explicit need of the prospect
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the reptilian brain
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sales stories
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sales storytelling construction worksheet (tool)
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workshop/discussion
After 20 minutes of discussion: foot-in-mouth technique
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foot-in-mouth topics allowed
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taboo foot-in-mouth topics that can ruin a sale
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workshop/discussion
USE OF PSYCHOLOGICAL TECHNIQUES which reduce resistance to purchase.
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priming techniques
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the artificial creation of freedom increases the power of conviction
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labeling technique
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reciprocity effects
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sympathy effects
CRM - Manage and track prospecting over time: a multi-step process
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What information is important to note in a contact form
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Learn to create and manage a client file even without advanced software
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specifications for a CRM
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workshop/discussion
AUTOMATIONS
The purpose and limits of automation in B2B
Lead management automations via LinkedIn
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LinkedIn Automation
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automation strategies
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the philosophy of automation scenarios in LinkedIn
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the scenarios to avoid because they are not very aggressive
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the use of LinkedIn data when the automation does not yield a result for a given contact
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workshop/discussion
Lead management automation via commercial mailing
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the sole purpose of the commercial mailing
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the philosophy of commercial mailing
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the format
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appointment booking automation
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workshop/discussion
Inbound marketing
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inbound: basically a content marketing strategy
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inbound is a secondary issue for non-otaku products
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the pitfalls of inbound marketing
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workshop/discussion