Selling Essentials: Prospecting and Territory Management Instructor-Led Training

Transform Prospects into Profits Ask any sales professional about prospecting, and most will tell you it's their least favorite thing to do. From figuring out how to develop a territory to finding qualified leads and making cold calls, it's enough to cause even the most seasoned people to cringe. Some even point fingers, claiming it's not within the realm of their responsibility. But prospecting is the vital first step in the sales cycle, and the key to success is preparation, practice, and confidence. As a module of the Selling Essentials Training Series, this course gives salespeople at all levels the know-how to tackle prospecting, maintain a healthy pipeline, and grow their business. Key Topics: Questions for gaining a better understanding of your company, its people, competitors, and products. A systematic approach to selling a product or service. How to qualify business and ensure you are working toward profitable deals. The four criteria at the basis of nearly every buying deci