Counselor Prospecting*

When competition is stiff, sales professionals cannot waste time on aimless searching to find new prospects. Instead, they have to be on target right from the start, quickly and efficiently finding the people and organizations that qualify as likely customers. A salesperson who is able to properly prospect will make the difference between winning and losing in business. Counselor Prospecting (CP)* will show your salespeople how to win business and get ahead of the competition right from the beginning of the sales process. Protect and expand your revenue and market share by implementing Counselor Prospecting* in your organization.

counselor-prospecting

Many organizations believe prospecting is a numbers game. It is often seen as the act of keeping the pipeline so full that everyone is viewed as a prospect. Salespeople spend great time and energy trying to get one sale out of every 30 prospects. Counselor Prospecting* shows salespeople that it does not have to be this way. Rather than focusing on finding more suspects to put in the pipeline, salespeople should focus on finding better suspects and higher-quality prospects. By doing this, salespeople can change the ratio with a more effective and efficient process.

Program Outcomes

Counselor Prospecting* trains salespeople to make better go/no-go decisions about prospects earlier in the overall sales process. This helps avoid costly customer contact efforts with prospects who are not beneficial for the seller’s business. It empowers salespeople to choose the good suspects who are most likely to become good prospects.

* a Wilson Learning program

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