Prospecting without a shared method

The problem

This method is for sales teams where not everyone sells full time and each person prospects in their own way. It gives everyone the same way of approaching contacts, from the first call through to handling objections.

What we did

A programme of 12 two-hour workshops, with exercises and homework done on each person’s real prospects.

We worked on the first 15 seconds of a call and prepared answers to the 18 objections the team heard most often. Each person learned to prepare for a meeting with a research prompt and to work towards small goals hour by hour.

The result

• 24 hours of training over 12 workshops.
• 18 common objections with an answer prepared and practised.

The team came away with a shared prospecting method, practised on its own contacts.