Description
Sometimes there are just too many potential customers on your prospect list. This course will show you how to assess which ones are the most worthy of your attention. We explain how to build and refine your pool of potential customers. You'll learn how to plan a qualifying call and ask questions that advance your cause. In the course, you'll discover how to steer the conversation in the right direction, ask for an appointment and follow up successfully.
Part of the Sales series, this training course uses a mix of interactive text and audio narration to present information in an engaging way. Downloadable documents containing tools like charts, exercises and checklists help to clarify key points, and there are 3 quizzes to test your knowledge. Students who pass the final test will receive a Certificate of Completion.
Objectives
- Define the term "target market"
- Explain how to effectively search for potential customers
- Describe the goal of qualifying sales prospects
- Identify factors that might influence your decision to pursue a prospect
- Distinguish between three categories of potential clients: cold, warm and hot prospects
- Explain why it is important to have a sales call script
- List probing questions a salesperson must ask in a qualifying call
- Determine how well you use active listening in your sales calls
Certificate
By completing/passing this course, you will attain the certificate POK Inside Sales 201 Certificate
Learning Credits
Badges
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