Outbound Sales Prospecting Training
The telephone is very powerful tool for connecting with prospective customers. Unfortunately, too many salespeople use it as a weapon. The most common techniques for sales prospecting range from asking for a meeting before the prospect even understands who is calling, all the way to downright lying about who is calling.
For more than 20 years, Caras Training has championed the art of “non-intrusive sales prospecting”. Some call it “consultative”. Others refer to it as “magical”. Whatever you call our fresh approach to connecting by telephone, be assured that it works.
Caras Outbound Sales Prospecting Training reinvents the phone conversation to achieve new levels of success for sales professionals. Our highly customized program includes tools and activities that create prospecting mastery and sales results. Topics we may build into your program are:
- The 4 Steps to Call Planning. Every call must have an objective, a targeted listener or contact, a subject that grabs the attention of the listener and questions that must be answered so the opportunity is not wasted. Training includes working with this call plan to target market specific accounts or account types.
- Creating Curiosity then Interest. When salespeople learn to go step-by-step their calls end up shorter and more productive. We teach key statements and questions that light a flame in your audience.
- Gaining Your Objective with the Right Amount of Need Development. We teach salespeople how to ask enough questions to qualify prospects based on your standards. We also teach them how to qualify themselves based on their prospects’ standards. This combination results in a large percentage of qualified appointments, demonstrations, proposals and sales.
- How to Avoid Sounding like a Telemarketer. If your staff has bad habits that reduce their credibility, we can train them to avoid “telemarketer-speak” and get more results.
Would you like to see some sample sales prospecting strategies, scripts and courseware? Please feel free to contact us.