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Sales Accelerator Course
Consultative Prospecting
A 9-part video course inside our Sales Accelerator platform. Master the skills and strategies to consistently create value, acquire more leads, and increase revenue!
Over 2-hours of video to level-up your consultative prospecting!
Why are you failing to gain meetings?
One of the reasons salespeople struggle to gain new meetings is they don’t have the right talk tracks and their approach is no longer effective. Your prospects and target clients are not willing to meet with salespeople unless they believe the meeting is a valuable use of their time, raising the bar on what it takes to command a meeting.
A modern, truly consultative sales approach requires a prospecting approach that projects the value you can create for your client — lowering the barrier to getting a meeting.
This course is for you if:
You need tobook more first meetingswith prospects and targets to create enough opportunities to reach your goals.
Youstruggle to overcome the objectionsyour clients give you when you ask them for a meeting.
You need todifferentiate yourself in a crowded marketand establish yourself as a potential strategic partner.
You are excellent once you are in the meeting with your clients but arechallenged with getting the meetings you need.
You are a consultative salesperson who needsa patient, professional approachthat will allow you to persist over time without damaging the relationship you are trying to establish.
Winning new business often requiresdisplacing your competitor.
What you will learn:
An easier and more comfortable approach to acquiring meetings with your prospects and target accounts, which they are more receptive to.
How to make a modern cold call that the prospect is open to and establishes you as someone with the insights and experience to help your prospects solve their challenges and provide them with better results.
New strategies and talk tracks for overcoming the common objections you can expect to receive when you ask for a meeting.
How to use all of the modern communication mediums to build and execute a prospecting sequence that delivers results and allows you to nurture relationships over time.
Deep dive into the mechanics of the call. Structure, tone, and handling the ”No” to get to ”Yes.”
Cold Calling (18 min)
Demystifies the phone. Covers the ”6 Principles,” the ethical obligation to prospect, and the necessity of using a script to secure time.
How to Prospect (19 min)
Choosing the right method and cadence for your specific target market.
Gatekeepers (17 min)
Tactical approaches for navigating executive assistants and other gatekeepers. Strategies include enlisting them as allies, addressing their primary concerns directly, or strategically bypassing them when necessary.
Strategic Targets (7 min)
Identifying the high-value accounts that can make your year, and how to treat them differently than transactional leads.
How to Nurture Your Dream Client (25 min)
Long-term strategies for top-tier targets. Determining how many ”Dream Clients” to track and creating a communication plan (Nurture Plan) to stay top-of-mind.
How to Plan a Sales Call (20 min)
A four-part framework for preparation: knowing the goal, the audience, the value to be delivered, and the next step.
Cross Selling (14 min)
How to introduce a roadmap to existing clients, bundling offerings to solve larger problems, and identifying the ”CEO of the problem”.
Team Sales Calls (11 min)
Best practices for bringing support (SMEs, Managers) onto a call. It defines roles (Scribe, Leader, SME) to ensure the team presents a unified front and resolves concerns effectively without stepping on each other’s toes.
"To say that you have helped me sell better is to miss the real impact you have had on my career and life. This led to me landing a dream role at my dream company, where I've received the Rising Star Award!"
Carl Ferreira
Refine Labs
"I finished the quarter ranking #3 in the US, and pulled off a great win right at the last minute to help make it happen. The deal that I closed was the one that had gone dark on me that I got back in touch with using Anthony’s training."
Adam Sala
SAP Concur
"Because of Anthony's coaching and his books, I've produced a 39% strike rate on securing an appointment with a prospect when I'm able to have a live phone call with them."
Michael Kelly
MK Leadership Communication Training
Led by Anthony Iannarino, a best selling author & keynote speaker who has helped over 300 companies hit their sales targets.
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