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OBJECTIVE:
Identifying the necessary means to handle concepts and elements that can produce proactive changes in the prospection process. The main objective is to make a data base for current customers and prospect ones according to the objective market involving the caught prospects analysis and the offered services and/or products by classifying, qualifying stocking the prospected registers and its correspondent references.
BASIC COURSE INFORMATION:
ADDRESSED TO:
Managers, sales executives, customer service staff, call centers and all areas involved in the selling process.
DEVELOPING COMPETENCIES
Customer service, business spirit, listening, company sensitization and communication.
AGENDA
I. PROSPECTION STAGES: The Prospection and Sale Process
A. Why Prospecting?
B. Prospect Qualification Characteristics
– Need or Desire
– Buying Capability
– Authority for Buying
– Eligibility for Buying
II. PROSPECTION METHODS AND STRATEGIES
A. Influence Centers
B. Visits by Area
C. Sorters
D. Internal Registration
E. Endless Chain
F. Service Staff
G. Observation
H. Directory or Mail Lists
I. Advertising
J. Contests
K. Groups or Social Reunions
III. PREPARATION STAGES AND PROSPECTION VIEW PLANNING
A. Obtaining Strategic Information
B. Ensuring a Positive Reception
C. Handling Spoken and Non-Spoken Language
D. Approaching Prospects:
– Approaching Introduction
– Approaching Mutual Knowledge or Reference
– Approaching to Customer Benefit
– Approaching to Flattery
– Approaching to Gift
– Inquisitive Approaching
– Approaching to Product
– Dynamic Approaching
IV. APPROACHING AND CONTACTING THE CUSTOMER STAGE: Presentation strategies to prospects, handling objection and closure
A. Presenting Strategies
B. Strategy, Methodology and Key for a Successful Presentation
C. Handling Prospects Objections
D. Negotiation Process
E. Closure Guides
F. Practice Case
BENEFITS
- Defining the prospects profiles that could be possible customers.
- Detecting buying needs in caught prospects.
- Creating form with a series of questions that will be applied to people to know whether they are or not, the correct market.
- Determining red flags for prospects needs, which allows to fix future possible problems that may come up.