LEAD GENERATION AND PROSPECTING

LEAD GENERATON SKILLS TRAINING
About this course

Having the skills and ability to generate sales leads and being able to create sales opportunities is an extremely valuable skill for many sales professionals, The benefits of having a sales team that can generate go far beyond  the obvious cost saving of generating your own leads in compared with relying exclusively on leads created through advertising and marketing campaigns. Self-generated leads often don’t have the same level of competition that in coming leads attract and in many cases are less focused around the price and more about the value of the solution which can make securing sales from self-generated leads a little more straightforward to secure, This one day course will provide your team with new ideas and a fresh approach to creating sales opportunities for your company.

We begin the course by exploring where we can find potential sales opportunities, starting with the internet, trade and news publications, business directories and finally looking at a more recent addition to the armoury of the sales professional social media, the social media section of this course will show your team how to use LinkedIn, twitter and even Facebook from a business perspective and demonstrate how to use these applications effectively without wasting time and how to avoid wasting their time on the wrong aspects of social media.
The next section of the course focuses upon how to approach the companies and individuals we have identified to generate sales opportunities and sales leads, we start by looking at the various ways we can make contact from telephone sales calls, emails and direct mail.

The final part of the session focuses upon developing sales opportunities from leads and potential leads, we take an in depth look at making sales calls and follow up calls, how to open a call, how to ask the right questions and how to secure a meaningful outcome from a sales call or follow up call.

This course will benefit your team if 

They have to generate their own sales leads and opportunities
You have team members solely responsible for generating sales leads for your company or your sales team
You would like to train your team to be able to generate more sales opportunities and sales leads themselves
Existing marketing and advertising campaigns are not generating enough leads and your team needs to top these up
 
Course objectives

This course will address three of the biggest challenges people face when generating leads and prospecting
 
Core Objective 1 This course will show your team how they can generate their own leads 
 
Core Objective 2 This course will provide effective techniques and skills to make their prospecting activity more successful
 
Core Objective 3 How to identify potential leads and sales opportunities through focused intelligent research
 
This course will take delegates through the following elements within the cold calling process
 
How to identify potential sales opportunities
What are the best practices for effective lead generation and prospecting
How to identify the person you should be speaking to
How to open a cold call when prospecting
How to research the prospect before calling and when is the best time to carry out your research
How to create engaging introduction and follow up emails for prospects
How to develop a prospect call into a conversation
How to ask intelligent questions when making prospecting calls  
How to speak to the right person more often
Gatekeepers and receptionists - how to work with them, how to engage with them and how to address the objections they raise
How to deliver a value focused sales pitch and when to deliver it
How to use intelligent objection handling techniques to address and overcome client objections and concerns
Understand the importance of honesty and trust within the telesales process
How to make effective follow up calls to gain commitment
Learn how to achieve a positive outcome for the majority of your sales calls and visits  
 
 
Course outcomes - Upon completing this course you will be able to

Identify potential sales opportunities and leads and know how to approach these companies
Understand what the best practices are for effective lead generation and prospecting
Identify the person you should be speaking to and speak to the right person more often
Open a cold call when prospecting and understand how to develop a prospect call into a conversation
Research the prospect before calling and when is the best time to carry out your research
Ask intelligent questions when making prospecting calls 
Work with gatekeepers and know, how to engage with them and how to address the objections they raise
Deliver a value focused sales pitch and when to deliver it
Use intelligent objection handling techniques to address and overcome client objections and concerns
Understand the importance of honesty and trust within the telesales process
Make effective follow up calls to gain commitment
Achieve a positive outcome for the majority of your sales calls and visits  
  

Do you have a sales training requirement?

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