Training
Prospection : advanced techniques
(and cold calling techniques)
Objectives
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Feel confortable in cold calling
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Find new customers
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Increase revenue
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Increase margins by selling value
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Use storytelling and foot-in-mouth to build relationships on the first call
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Learn the mandatory sentences
Participants
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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
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Quick strategic segmentation technique (Tool)
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Knowing how to behave with the customer: how the type of competition influences the customer relationship (Tool: the competitive system typology)
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the simple definition of a good communication / good commercial action
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workshop/discussion
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workshop/discussion
5 types of arguments to convince according to value
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Knowing how to choose between the 5 main value creation strategies
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Engaging prospects in less than 15 seconds: the elevetor pitch techniquees (only if your company sells services)
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workshop/discussion
2 methods to solve the paradox of choice that impairs the sales
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understanding the paradox of choice
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the negative effects of the choice paradox
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resolving the choice paradox
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workshop/discussion
THE PROSPECTING SPEECH
Call duration: an endurance race
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Call duration: an endurance race
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short calls don't sell anymore: impact of long calls
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inserting sales stories
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combine with the "foot-in-mouth" technique to create a link
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Prospecting without selling to avoid generating leads
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Maintaining motivation
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power poses: a criticized technique
The first 5 seconds with a brand new prospect
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the only technique to take time from the prospect (artificial creation of freedom)
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workshop/discussion
Seconds 5 to 15 with a brand new prospect
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the "are you concerned about..." question and its role as a "Situation" question to qualify
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workshop/discussion
Seconds 15 to 55 with a new prospect
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Elevator pitch construction technique
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4 steps to follow in the elevator pitch : the SPIN Structure
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workshop/discussion
Beyond 35 seconds of discussion: 4 ESSENTIAL STEPS TO TELL A STORY THAT SELLS
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the prospect's implicit need
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the prospect's explicit need
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the reptilian brain
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sales Storytelling : it is a 4 steps structure, not a content
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sales storytelling worksheet (tool)
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usage of videos and pictures
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workshop/discussion
Over 20 minutes of discussion: the foot-in-mouth technique
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allowed foot-in-mouth topics
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taboo foot-in-mouth topics that can lose a sale
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workshop/discussion
USE OF PSYCHOLOGICAL TECHNIQUES to reduce resistance to purchase.
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priming techniques are based on perseveration
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artificial creation of freedom increases the power of conviction
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the labeling technique
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reciprocity effects
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sympathy effects
The follow-up
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call back with an alibi
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the follow-back tips on the phone
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workshop/discussion
AUTOMATION
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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atelier/discussion
Lead management automations via commercial mailing
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the sole purpose of commercial mailing
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the philosophy of commercial mailing
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the format
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the automation of appointment setting
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atelier/discussion
ENGLISH VERSION