Objectives of the training
By the end of this course, you'll be able to implement an optimal, personalized prospecting approach tailored to your targets.Targeted audience
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 projectsTrainers
Benefits for Participants
Sales prospecting training for new environments
Focus on the skills and know-how of the best prospectors:
- Personal beliefs
- State of mind
- Organizational methods
- Storytelling100% distance learning format
7 e-learning modules
3 virtual classes
Individualized training
Training tailored to participants' expectations and day-to-day difficulties.
Course architecture
Week 1: Preparing for the adventure!
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Group: Kick-off and presentation
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Asynchronous exercise: questionnaire on participants' difficulties and expectations.
Week 2: Prospecting rules and techniques
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E-Learning: prepare your prospecting session, get over the telephone prospecting hurdles, ask for recommendations
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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.
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Asynchronous exercise: developing a personalized prospecting approach.
Week 3: Behaviors and attitudes in prospecting
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E-Learning: mastering your trailer, social selling, mastering ABC cross-referencing, 3P method
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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.
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Asynchronous exercise: knowledge quiz
Week 4: Validation and mastery of acquired skills
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In groups: review of concepts using a quiz. Exchange of experiences with participants. Practical case studies.
Week 5: Personalization
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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.
Pedagogical details
Training architecture
To move from best practices to new prospecting reflexes, our “blended learning” pedagogical approach will enable you to learn best practices with our E-Learning modules, transpose them to your reality with our group sessions, personalize them with asynchronous exercises, and test them during simulation with seasoned buyers.
Type of training
Training 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)
Private or personalized training
If you have more than 8 people to sign up for a particular course, it can be delivered as a private session right at your offices. Contact us for more details.
Request a quotePrivate or personalized training
If you have more than 8 people to sign up for a particular course, it can be delivered as a private session right at your offices. Contact us for more details.
Request a quote