The 4 Truths of Behavioural Change - Buyer-Focused Prospecting

Engage Your Prospects and Jumpstart Your Sales Cycles

Corporate decision-makers typically hang up on cold-call voice mail messages after only nine seconds. No matter how good your face-to-face selling skills are, if you can't engage your prospect, you'll never close the sale.

Buyer-Focused Prospecting teaches you practical methods to select the right targets, and plan and execute effective prospecting calls.

You'll learn how to:

• build short, compelling and specific opening messages
• credential yourself immediately by exhibiting knowledge of customer business issues
• align prospecting strategies with what's important to senior executives and managers
• link business issues to problems you can help solve
• strengthen and expand on present business relationships
• get past gatekeepers
• get calls returned!

Could You Benefit?

Buyer-Focused Prospecting was developed to fill an urgent need for consultative, business-to-business sales professionals who are not getting the results from prospecting that they require. You will benefit highly if you want to:

• begin to create client value even before the sales cycle begins
• increase the number of qualified appointments through buyer-focused prospecting
• shorten the sales cycle by improving the content of your prospecting messages

Or if you are:

• A corporate trainer looking for a research-based sales prospecting program with which to train your sales force and to recommend to senior management
• A Marketing, Product Marketing and Customer Service professional who works in a company already selling using the SPIN® Selling model

MORE INFORMATION:

Workshop Brochure (PDF)

Registration Form (Australia)

From Australia / New Zealand contact Sean Doyle on +61 2 8437 7602 or by email This e-mail address is being protected from spam bots, you need JavaScript enabled to view it

INVESTMENT:

Australian Workshops:
SPIN® Selling Workshop (2 day) AU $1,250 + GST