Training
Prospection : advanced techniques

(and cold calling techniques)

Objectives

  • Feel confortable in cold calling

  • Find new customers

  • Increase revenue

  • Increase margins by selling value

  • Use storytelling and foot-in-mouth to build relationships on the first call

  • Learn the mandatory sentences

Participants

  • This course is designed for all people whose role is to find new customers and primarily for sales people.

Duration

2 days

short term profitability

- sales hunting and motivation
-  prospecting
- SBU segmentation/identification
-elevator pitch
-sales storytelling
-foot in mouth
-cold calls
-automation on LinkedIn
-behavioral manipulation techniques
-SPIG sales method
-artificial freedom creation

TRAINING PROGRAM

 

3 PREPARATORY TECHNIQUES  

3 preparatory techniques to understand the behavior of your customers before selling

  • Quick strategic segmentation technique (Tool)

  • Knowing how to behave with the customer: how the type of competition influences the customer relationship (Tool: the competitive system typology)

  • the simple definition of a good communication / good commercial action

  • workshop/discussion

  • workshop/discussion

 

5 types of arguments to convince according to value

  • Knowing how to choose between the 5 main value creation strategies

  • Engaging prospects in less than 15 seconds: the elevetor pitch techniquees (only if your company sells services)

  • workshop/discussion

2 methods to solve the paradox of choice that impairs the sales

  • understanding the paradox of choice

  • the negative effects of the choice paradox

  • resolving the choice paradox

  • workshop/discussion

THE PROSPECTING SPEECH

Call duration: an endurance race

  • Call duration: an endurance race

  • short calls don't sell anymore: impact of long calls

  • inserting sales stories

  • combine with the "foot-in-mouth" technique to create a link

  • Prospecting without selling to avoid generating leads

  • Maintaining motivation

  • power poses: a criticized technique 

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The first 5 seconds with a brand new prospect

  • the only technique to take time from the prospect (artificial creation of freedom)

  • workshop/discussion

Seconds 5 to 15 with a brand new prospect

  • the "are you concerned about..." question and its role as a "Situation" question to qualify

  • workshop/discussion

 

Seconds 15 to 55  with a new prospect

  • Elevator pitch construction technique

  • 4 steps to follow in the elevator pitch : the SPIN Structure

  • workshop/discussion

Beyond 35 seconds of discussion: 4 ESSENTIAL STEPS TO TELL A STORY THAT SELLS

  • the prospect's implicit need

  • the prospect's explicit need

  • the reptilian brain

  • sales Storytelling : it is a 4 steps structure, not a content

  • sales storytelling worksheet (tool)

  • usage of videos and pictures

  • workshop/discussion

 

Over 20 minutes of discussion: the foot-in-mouth technique

  • allowed foot-in-mouth topics

  • taboo foot-in-mouth topics that can lose a sale

  • workshop/discussion

USE OF PSYCHOLOGICAL TECHNIQUES to reduce resistance to purchase.

  • priming techniques are based on perseveration

  • artificial creation of freedom increases the power of conviction

  • the labeling technique

  • reciprocity effects

  • sympathy effects

The follow-up

  • call back with an alibi

  • the follow-back tips on the phone

  • workshop/discussion

AUTOMATION

The purpose and limits of automation in B2B

Lead management automations via LinkedIn

  • LinkedIn automation

  • automation strategies

  • The philosophy of automation scenarios in LinkedIn

  • atelier/discussion

Lead management automations via commercial mailing

  • the sole purpose of commercial mailing

  • the philosophy of commercial mailing

  • the format

  • the automation of appointment setting

  • atelier/discussion

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ENGLISH VERSION