Positioning, Prospecting and Pre-Call Planning

Develop effective Positioning, Prospecting, and Pre-Call Planning skills within the Investigate Step.

By the end of this course, participants will be able to:

• Understand the correlation between the customer's perception of you
• Recognize the significance of cultivating a strategic resource relationship with customers and its impact on long-term success
• Gain insights into prospecting techniques and strategies from the excerpt of "Sales Techniques" by Bill Brooks
• Utilize the Pre-Call Plan to develop a plan for sales interactions with prospects
• Evaluate current positioning with two existing opportunities and assess indicators of how positioning is perceived
• Generate and implement actionable strategies to enhance positioning with identified opportunities