|
HOME » NEWSLETTER & ARTICLES » NEWSLETTERS & ARTICLES ARCHIVE » Strategic Prospecting: Effective Methods to Win New Business, February 2007
Strategic Prospecting: Effective Methods to Win New Business
Bill McCormick
Please join us for a free one and half hour
web seminar
Strategic Prospecting:
Effective Methods to Win
New Business
Thursday, February 22
1:30 PM ET
REGISTER HERE
Prospecting skills are crucial for sales and business professionals in today's competitive business environment. The purpose of this web seminar is to improve your ability to win new business by utilizing a strategic approach to prospecting.
Most people, including experienced sales professionals tend to make several common mistakes when they prospect. As a result, their "win ratio' and overall results don't meet corporate and management goals, and also demotivate the individual performer. You will learn to eliminate the mistakes made by average sales performers, and will instead learn tips and techniques used by the best sales professionals.
The Best Sales Professionals are "Strategic Prospectors"
By strategic, they differentiate themselves in three ways: first, they focus their time and energies on the best opportunities for new business. Second, the best sales professionals are creative about gaining access to new accounts, whereas average salespeople rely exclusively on cold calling. Finally, the best sales professionals are strategic, rather than reactive, when they encounter objections from new customers.
This web seminar is well suited for sales professionals, as well as entrepreneurs and other business professionals who have to prospect for new business. Focusing on real world examples and participant input, you will come away with a better understanding of how to target and win the best opportunities for new business.
In this web seminar you will learn:
- How to target and go after the right prospects
- What to do if the gatekeeper blocks access
- How to select and use methods for prospecting other than cold calling and "smokestacking"
- How to respond to the top 3 objections voiced by prospective customers:
-"I'm happy with my current supplier/provider."
-It's too expensive (and/or time consuming) to switch."
-I've never heard of your company."
Live questions will be accepted during this web seminar. To prepare for this session, please think about how you and your employees currently prospect for new business. What has worked best for you? What do you find most challenging?
About the Presenter: Bill McCormick
Bill McCormick is the founder and president of Sales Training And Results, Inc. (STAR), a firm specializing in customized sales training and consulting. Bill has over fifteen year's experience consulting with senior managers and coaching sales executives and is the primary author and developer of STAR's customized sales and management workshops.
Prior to founding STAR, he was the VIce President of Marketing for an international training company. Bill was responsible for managing their entire sales and marketing effort, including an international network of licensees, and doubled their sales volume in four years. Bill held positions in sales, sales management, and marketing for a Fortune 25 firm.
Bill earned his M.S. degree in Business Administration from Johns Hopkins University, and his B.S. degree from Renssalaer Polytechnic Institute.
Please join us for a free one and a half hour
web seminar
Strategic Prospecting:
Effective Methods to Win New Business
Thursday, February 22
1:30 PM ET
REGISTER HERE
To learn more about STAR, please visit our website at www.salestrainingandresults.com or call us at (781) 934-0900
|
