This Sales Prospecting and Lead Generation course will teach you about the tools, techniques, and methods for identifying leads and prospects, researching and preparing your sales goals, and preparing a sales approach to potential new customers. It will also introduce you to the sequence of steps that help salespeople close a sales deal, show you how to search for new customers, and how to follow up with your leads to turn them into sales.
Module 1- Identify Your Customers
On successful completion of this module, students will be able to: Explain the role of the seven steps of the selling process Define the role prospecting plays in the selling process Identify resources to use when prospecting Describe how to identify prospective employers
Module 2 - The Power of Preparation
The main focus of this module is the Preapproach, which is a critical step that helps you earn your customer's trust and a sell adaptively as well as the use of a planning worksheet to record your objectives and information. You will also learn how to identify customers problems and goals, and how to brainstorm solutions and opportunities that will meet their needs. The module explains how to set SMART goals, which are ; Specific, Measurable, Actionable, Realistic and TIme-bound.
Module 3 - The Sales Approach
This module covers the six Cs of the sales approach - confidence, credibility, contract, communication, customisation and collaboration. These approaches will help you make a good impression when you contact your prospect for the first time. The module also focuses on the different ways to start a sales approach. You will also gain an understanding of how to overcome your reluctance including focusing on language that conveys certainty.
Module 4 - Course Assessment
This course Assessment will now enable you to review your learning so you can determine your knowledge and understanding of the three modules in Sales Management – Sales Prospecting: Tools and Techniques. - Identify Your Customers - The Power of Preparation - The Sales Approach Remember, if you do not achieve the required standard after the first attempt, you can re-take the assessment until a successful outcome is achieved.