Prospecting Mastery for Sales Professionals (Synchronous E-learning)
About This Course
This comprehensive course equips you with essential skills for effective customer prospecting. You'll begin by diving into market analysis, learning to use customer data to identify target segments and evaluate product performance. The course then guides you through comparing your offerings with competitors, helping you craft compelling value propositions.
You'll explore market research techniques to uncover emerging opportunities and analyse potential clients. This includes practical skills like calculating market size, identifying trends, and conducting profitability assessments. The course also covers strategies for lead generation and qualification.
Building on this foundation, you'll learn how to identify and approach new customers. This includes mastering referral channels, relationship management techniques, and methods for understanding customer needs. You'll practice using tools like SPIN questioning and feedback analysis to improve customer satisfaction.
Finally, the course teaches you to scope and price business opportunities effectively. You'll learn to create detailed project proposals and develop informal pitches for industry events. Throughout, you'll gain hands-on experience with essential business analysis tools and techniques.
What You'll Learn
The course teaches you to highlight your products' strengths compared to competitors. You'll also learn to research and analyse emerging markets for your products. Additionally, you'll gain skills in identifying potential clients and understanding their needs.
The course covers techniques for finding new customers and maintaining relationships with them. You'll learn to create project proposals with detailed pricing based on business analysis.
Finally, you'll practice writing informal pitches to promote your offerings at industry events. These skills will help you become more effective at prospecting and winning new business.
LO1: Utilise data from customers to classify the current target market and customer segments for a market analysis report
LO2: Illustrate the qualities and advantages of an organisation’s products by comparing them to competitors’ offerings in a value proposition presentation
LO3: Prepare a market research report using appropriate techniques and sources to identify and analyse emerging markets for the organisation's products
LO4: Apply market research techniques to identify and analyse potential clients and their requirements for a needs analysis report
LO5: Identify new or potential customers using customer appraisal techniques and outline requirements for initiating and maintaining contact with them
LO6: Construct a project proposal that includes scoped deliverables and detailed pricing based on business information analysis
LO7: Prepare a written informal pitch to promote the organisation's offerings at an industry event
Entry Requirements
- 21 years and above
- At least one month work experience in a sales capacity
- Speak, write, listen and read English at a proficiency level not lower than the Workplace Literacy (WPL) Level 6, and at a Workplace
- Numeracy Level 5
- At least a diploma or equivalent