Consultative Prospecting

One of the reasons salespeople struggle to gain new meetings is they don't have the right talk tracks and their approach is no longer effective. Your prospects and target clients are not willing to meet with salespeople unless they believe the meeting is a valuable use of their time, raising the bar on what it takes to command a meeting.

A modern, truly consultative sales approach requires a prospecting approach that projects the value you can create for your client — lowering the barrier to getting a meeting.

This course is for you if:

• You need to book more first meetings with prospects and targets to create enough opportunities to reach your goals.
• You struggle to overcome the objections your clients give you when you ask them for a meeting.
• You need to differentiate yourself in a crowded market and establish yourself as a potential strategic partner.
• You are excellent once you are in the meeting with your clients but are challenged with getting the meetings you need.
• You are a consultative salesperson who needs a patient, professional approach that will allow you to persist over time without damaging the relationship you are trying to establish.
• Winning new business often requires displacing your competitor.

What you will learn:

• How to use all of the modern communication mediums to build and execute a prospecting sequence that delivers results and allows you to nurture relationships over time.
• How to make a modern cold call that the prospect is open to and establishes you as someone with the insights and experience to help your prospects solve their challenges and provide them with better results.
• New strategies and talk tracks for overcoming the common objections you can expect to receive when you ask for a meeting.
• How to use all of the modern communication mediums to build and execute a prospecting sequence that delivers results and allows you to nurture relationships over time.