Sales Training Part 1
Yesterday, I was invited to attend a sales training seminar by Stephan Melchior of Wilson Learning.
The training was all about The Challenge of Prospecting. It is about how it will help salespeople develop the skills necessary to minimize the expenditure of time, effort, and money on unlikely sales prospects. Sales organizations that augment a proven consultative sales process with Counselor Prospecting are better able to identify strong suspects from the marketplace at large, discover key information about those strong suspects, and identify which prospects are most worthy of pursuit.
I’ve learned the 3 P’s of “Access Message” which are Purpose, Process and Payoff. These three are important before making that first call.
We were given an assignment and the 2nd day of the training will be next Thursday.
Wilson Learning, for more than 40 years has worked with the brightest minds and leading thinkers to deliver Human Performance Improvement for Global 2000 clients in more than 45 countries. They are a pioneering enterprise that will guide your organization to success by inspiring, developing, and transforming your greatest investment – your people.
