No-Pressure Prospecting

Course Overview

Course Introduction

Learn the best practices of today’s top salespeople for taking the heat off you and your potential client!

This course helps salespeople and sales leaders formulate successful prospecting strategy that will fill your pipeline, leverage technology, and set better sales appointments.
 

If you're like most salespeople, you may be:

  • Stressed out over prospecting and avoiding cold and warm calls.
  • Concerned about new business numbers and constantly feeding the funnel.
  • Worried about a revenue plateau or shrinking market share.

Learn a stress-free strategy for new business development from Sandler Training, including the attitudes, behaviors, and techniques that you can immediately implement in your next outbound sales call.

Join Sandler trainer, Sean Coyle, as he guides you along a sales prospecting journey based on Sandler’s proven selling system, which takes the pressure off you and your prospect. You can follow easy-to-learn steps and strategies to help you prepare, execute, and close for appointments without additional stress.

Learning Objectives

  • Choose the right type of prospecting and the right type of prospects
  • Engage with gatekeepers and talk to more decision-maker
  • Structure an effective, efficient prospecting call that sets more appointments
  • Leave a voicemail message that gets returned
     

Course Modules

  • The Goal Of Prospecting
    • The Goal Of Prospecting
    • Engaging Gatekeepers
    • Leaving Voicemail Messages
    • Wrap Up
  • Prospecting Best Practices
    • The Success Triangle
  • Structuring The Call
    • The Opening
    • Up-Front Contracts And 30-Second Commercial
    • Close For The Appointment And Post-Sell
  • Making The Prospecting Call
    • Technology And Prospecting
    • Reframing Your Self-Talk
  • Getting More Referrals And Introductions
    • How To Generate More Referrals And Introductions
    • Developing A Cookbook For Referrals
    • Creating An Ideal Client Profile
    • Making The Ask For A Referral
    • Networking And Strategic Alliances
    • Building Your Prospecting Plan
  • Category
    Maximizing Sales
  • Skills Level
    Intermediate
  • Duration
    1.3 Hours
  • Competencies
    Identifying Prospects
    Selling Skills
  • Package
    Pro Yearly

Course Experts

Sean Coyle's picture
Sean Coyle Director - Sandler Training