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Have you ever wished for a compilation of useful sales and prospecting tips to assist you in selling more effectively? Miles Croft, a sales professional and prospecting coach, provides actionable and achievable techniques for selling more efficiently, delighting the customer, making the most of your time, avoiding common pitfalls, and much more in this course. With over 50 tips, each with its own learning objective, you can improve your sales and prospecting knowledge by selecting a tip relevant to your situation or learning in the recommended order.
Syllabus :
1. The 52 Best Sales Prospecting Tips
- What’s in this course?
- Sell on emotion
- Sound like your targets
- Always have a meeting agenda
- Be in positive emotional credit
- Underpromise and overdeliver
- Ask for referrals
- Prioritize mobile phones
- Be passionate about your product
- Use your prospects’ names
- Just dial, you’ll be fine
- Track common objections
- Always be learning
- Ask what they want to see first
- Remember names
- Get feedback from existing customers
- Use open questions
- Use FAB
- Use QAC to keep the conversation moving
- Always phone first
- Stand-up calling
- Imagine your desired outcome
- Start with your scariest prospect
- If in doubt, dress smart
- Track personal connections
- Always have a next action
- Cold email well
- Beware of stacking questions
- Have a great elevator pitch
- Use mirroring
- Learn from friends and colleagues
- Know your most wanted
- Overcome the price objection
- Be assertive and assumptive
- Beware of time wasters
- Understand and plan for timescales
- Shut up and listen
- Live by BANT
- Sell me this pen
- Love what you sell
- Give them options
- It’s all in the follow-up
- Spend your time wisely
- Keep asking "Why?"
- Balance new and existing customers
- Get out there
- Smile and dial
- Don’t underestimate introducers
- Have integrity
- Experiment with price elasticity
- Compliment your prospects
- Be a team player
- Know when to walk away
