DAY 1
A robust prospecting system is based on two fundamental pillars: the commercial plan and territory management. The commercial plan establishes sales strategies and targets, while territory management ensures effective and efficient coverage of areas of operation. Together, these pillars guarantee organized, results-oriented prospecting, optimizing the customer acquisition process.
Soft-Skills: Enhancing Business Conversations
- Powerful questions
- Active listening
- Empathetic conversations
Building a Prospecting System
- Development of the Commercial Plan
- Territory Management
DAY 2
Mindset for Selling through Value
- Changing the sales mindset from a product-centered approach to a value-centered approach
- Fixed vs Growth Mindset
Effective Discovery to Create Opportunities
- How to adopt a customer-centric approach, developing practical and strategic empathy to better understand their needs and expectations
- Meta-positioning: assessing my current position in the customer's perception of the value of my product or service
- Practical application through exercises
DAY 3
Cold-Contact through New Channels & Overcoming Objections
- Facilitate effective conversations to generate more meetings, using various communication channels, including artificial intelligence
- Know how to deal with and respond effectively to objections that arise during the prospecting process
- Understand the different types of objections and know how to address them
- Practical application through exercises
DAY 4
Focused on practical learning, this module offers an immersive sales simulation, providing the opportunity to implement best sales and prospecting practices effectively and successfully.
Sales Simulator
- Roleplay with a Buyer
- Preparation: Detailed briefing on the simulation that includes a specific scenario to be explored throughout the program day.
- Roleplays and Individual Simulations: Different simulations, with the opportunity to receive feedback in real time. Students will learn not only from their own simulations, but also from those of the other participants, which enriches and diversifies their development process.
- Feedback: The whole process is monitored by the teacher, who promotes the effective application of the practices learned. The simulations are recorded, allowing each participant to view all the materials in the future.