Prospecting skills are a "must" for salespeople. This course is designed to help salespeople of all types get comfortable and consistent with the prospecting activity. It includes the four steps to Overcoming Sales Call Reluctance and provides practical solutions to the fear of prospecting.
Seventy percent (70%) of the sale is engagement and uncovering needs. Hesitation to make contact with prospective buyers causes more failures for salespeople than any other single factor. Why? Because if you don’t approach enough people, it makes little sense how thorough your expertise is. Without a steady flow of prospects, your magnetic personality, credentials, product knowledge and perfect presentations won’t make much impact. Inactivity on the prospecting front nullifies your ability to engage these other strengths.
Prerequisites
No advanced preparation or prerequisites are required for this course.
Learning Objective
- Explore the seven principles of fearless prospecting
- Discover how emotional intelligence plays a part in successful prospecting
- Identify your thought patterns that put the brake on prospecting
- Identify what is missing in your prospecting equation
Last updated/reviewed: March 10, 2024
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INTRODUCTION AND OVERVIEW
- Introduction to Fearless Prospecting is Learned Behavior 3:39
- Seven Steps to Fearless Prospecting 3:32
- Emotional Intelligence 4:58
- Four Blocks to Profitable Prospecting 11:28
- Neurochemistry of Conversations 10:09
- How to Secrete More Oxytocin 6:27
- Managing Profitable Prospecting and Conclusion 9:45
CONTINUOUS PLAY
SUPPORTING MATERIALS
- Slides: Fearless Prospecting is Learned Behavior PDF
- Workbook: Fearless Prospecting is Learned Behavior PDF
REVIEW AND TEST
- REVIEW QUESTIONS quiz
- FINAL EXAM exam
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