Prospecting // Sales

Fresh Solutions for a Changing World © JMReid Group Philadelphia Chicago (856) 397 6157

By the end of this workshop participants will be able to:

OVERVIEW Prospecting is the vital beginning to making any sale. It’s the first step in filling the pipeline with targeted and pre-qualified opportunities. Who we target, how we go after them, what we will say to them and how long we will persist in that effort ultimately defines our customer base. So, it’s crucially important to develop sound prospecting skills in order to make a good first impression and move through our pursuits successfully. This workshop develops the communication skills and person-to-person contact techniques necessary to become a competent and proficient business developer.

Welcome • Introduction, learning objectives • Challenge wall

Establishing a Baseline • Defining prospecting • Understanding qualified

opportunities • Identifying and creating

opportunities

Prospecting Reluctance • Common mindset traps • 21st Century prospecting • How to connect

Positioning • Customer value proposition • Creating compelling messages • Limited capacity • The power of threes • Practice presenting your CVP Referrals • Challenges of getting referrals • What works • Asking for referrals activity • Referral role play

Prospecting Summary • Overall skills review • Scenarios and peer review • Analysis and refinement • Sharing best practices

Workshop Close • Job aid • Workshop evaluation

PROGRAM FLOW: KEY CONTENT AREAS

• Look at 21st Century market realities that affect and test new client acquisition behaviors

• Strengthen the value proposition

• Identify ideal target customer profiles

• Understand why we dislike prospecting and common mindset traps that impede us

• Leverage referrals into introductions and expand your potential contacts

• Practice prospecting skills to validate pursuit approaches, develop action plans, and boost opportunity creation