Prospecting: target, qualify and convert

Sales prospecting training for new environments

• Focus on the skills and know-how of the best prospectors:
  - Personal beliefs
  - State of mind
  - Organizational methods
  - Storytelling

• 100% distance learning format

• 7 e-learning modules

• 3 virtual classes

• Individualized training

• Training tailored to participants' expectations and day-to-day difficulties.
   

Week 1: Preparing for the adventure!

• Group: Kick-off and presentation

• Asynchronous exercise: questionnaire on participants' difficulties and expectations.

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.