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Who should attend Buyer-Focused Prospecting
Salespeople who will ever have to sell over the telephone.
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Buyer-Focused Prospecting  

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Seminar Summary:

Buyer-Focused Prospecting, teaches you practical methods for selecting the right targets and how to plan and execute effective prospecting calls. (see full course description)

 
 
 

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Training Course Syllabus:


Corporate decision-makers typically hang up on cold-call voice mail messages after only nine seconds. No matter how good your face-to-face selling skills are, if you can't engage your prospect, you'll never close the sale.

Huthwaite's new 1-day program, Buyer-Focused Prospecting, teaches you practical methods for selecting the right targets and how to plan and execute effective prospecting calls.

You'll learn how to:

    • build short, compelling and specific opening messages
    • credential yourself immediately by exhibiting knowledge of customer business issues
    • develop a value proposition for each market segment
    • create messages to validate the value proposition
    • align prospecting strategies with what's important to senior executives and managers
    • link business issues to problems you can help solve
    • minimize barriers that are within your control
    • strengthen and expand on present business relationships
    • get past gatekeepers
    • get calls returned!

At the end of the program, you will know how to:

    • build prospecting plans that advance the sale
    • begin to create client value even before the sales cycle begins
    • increase the number of qualified appointments through buyer-focused prospecting
    • shorten the sales cycle by improving the content of your prospecting messages

Register 4 or more participants and save $99.50 off each registration!

Seminar Summary:

Buyer-Focused Prospecting, teaches you practical methods for selecting the right targets and how to plan and execute effective prospecting calls. (see full course description)

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