Prospecting is the first step towards securing loyal future customers. By taking part in this program, you'll gain an in-depth understanding of modern prospecting techniques, adapted to the specificities of B2B, enabling you to target your market and therefore your key contacts more effectively. With the “Sales: target, qualify and convert” training course, you'll learn how to identify and qualify prospects, how to interact effectively with your contacts from the outset, how to overcome common obstacles and objections, and how to use multi-channel strategies to achieve your objectives more quickly. What's more, by integrating digital tools and automation, training helps you save time and maximize your team's productivity. Finally, thanks to hands-on workshops and simulations, you'll be able to develop a personalized action plan to turn prospects into loyal customers, boosting your conversion rates and, ultimately, your revenues.
Objectives
By the end of this course, you'll be able to implement an optimal, personalized prospecting approach tailored to your targets.
Is it for you ?
This course is designed for professionals working in highly competitive sectors, seeking to master advanced customer solicitation techniques.
Prerequisite
Be in a sales function that involves seeking out new B2B customers or projects
Your benefits
Content
Week 1: Preparing for the adventure!
- Group: Kick-off and presentation
- Asynchronous exercise: questionnaire on participants' difficulties and expectations.
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Week 2: Prospecting rules and techniques
- E-Learning: prepare your prospecting session, get over the telephone prospecting hurdles, ask for recommendations
- In groups: move from theory to practice on the key concepts of prospecting. Role-playing, development of concrete approaches based on the reality and specific contexts of participants.
- Asynchronous exercise: developing a personalized prospecting approach.
Week 3: Behaviors and attitudes in prospecting
- E-Learning: mastering your trailer, social selling, mastering ABC cross-referencing, 3P method
- Group work: review what you've learned in the e-Learning module and go deeper into prospecting techniques, focusing on the behaviors and attitudes you need to master in your own context.
- Asynchronous exercise: knowledge quiz
Week 4: Validation and mastery of acquired skills
- In groups: review of concepts using a quiz. Exchange of experiences with participants. Practical case studies.
Week 5: Personalization
- Simulation: this is the time to put into practice what you've learned during the training course, with 30 minutes of simulation in front of a hyper-solicited interlocutor, and 30 minutes of feedback from your trainer.
Notes
16 hours of blended learning: 7 e-learning modules (3h) / 3 half-day group sessions (9h) / 3 individual exercises (2h) / 2 individual simulations (2h)
💡 Useful information
Our training sessions are offered in Montreal or Quebec City, in person or in virtual format. Dates and locations are provided when you select your session below. If you have any questions regarding registration, schedules, the language of instruction, or cancellation policies, please consult our FAQ .
Trainers
Private or personalized training
Do you have several employees interested in the same training course? Whether in person at your offices or remotely in virtual mode, we offer private training courses tailored to your team's needs. Group rates are available. Contact us for more details or request a quote online.
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