Positional Prospecting™

Customer Perspective & Prospect Identification

Learn a results-producing model for becoming truly customer-centric. Discover research tools, techniques, and sources to identify and fill the pipeline with high-quality, high-potential prospects that represent the greatest opportunity for success. Identify gateways and opportunities to identify key stakeholders, access strategic call points, and penetrate target customers. Develop critical listening and probing skills to ensure understanding of the potential customer’s perspective, begin to build trust, and position the organization to strategically select prospects for further engagement.

Finding Areas of Opportunity

Learn a disciplined and flexible model that uncovers often hidden, but very real, customer opportunities. Develop competency in formulating effective qualifying questions, gathering vital information, understanding customer-perceived actual vs. ideal states, and identifying areas of opportunity. Discover influencing strategies that authentically demonstrate you truly understand the problem and create a powerful need for your value proposition.

Crafting Compelling Messaging

Make clear, concise connections between customer challenges and the value of your solution. Master a simple, structured message map to craft powerful, compelling value statements that break through the clutter, resonate with prospects, and get you that coveted first meeting. Excite prospects while you explore additional dimensions of their current situation and explain how your solution closes the gap between where they are and where they want to be. Transition from prospecting mode to opportunity pursuit as you advance to more involved selling efforts while elevating your role from salesperson to trusted advisor.

Developing a Comprehensive Communication Plan

Create a robust, multi-touch prospecting plan that leverages multiple communication channels with the right cadence and content. Learn how to identify each prospect’s preferred communication style and adapt messaging to optimize receptivity. Discuss best practices and considerations for leveraging technology to increase the quality, size and velocity of your pipeline and secure more high-potential meetings.