1 DAY WORKSHOP

Module 1: Effective Mindset for acquiring new clients

• Why prospecting is key element of the Sales Rep job
• How to position yourself as an Advsisor and Partner for effective prospecting
• It’s easy to get new clients with the right approach -> ABP: Always Be Prospecting

Module 2: How to find, qualify, and make first contact with new prospects

• Where and how to find new prospects?
• How to call for appointment -> positive mindset, preparation, and phone/email skills
• How to differentiate yourself and your company -> design your elevator pitch and script

Module 3: Challenges to expect when prospecting and how to succeed

• General issues in prospecting and finding new clients the numbers’ game
• Specific issues related to prospects already working with competitors
• How to overcome gatekeeper, objections and other prospecting challenges

Module 4: Prospecting strategies and Clients’ classification

• How to classify your accounts by order of importance
• How to plan your time between prospecting and clients’ management
• Strategies for activity measurement and consistent target achievement

Conclusion and Next steps:

• Commitment to Prospecting targets, with KPI monitoring & Follow-up
• Prospecting dashboard and measurement tools to put in place for monitoring performance