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Do Your Research

Description

The aim of this module is to provide the learner with the skills to conduct thorough research on prospects, enabling you to demonstrate a genuine understanding of their needs and requirements.

This module will cover:
  • Understanding how investing time in researching prospects can help personalise solutions and establish a stronger connection with potential customers.
  • Using information gathering around buyer personas and customer needs to assess the compatibility of products or services.
  • Clarifying how market research helps to identify an appropriate target audience.
On completion of this module, learners will be able to:
  • Understand the purpose of research in sales.
  • Identify the various steps involved in researching a prospect.
  • Describe the series of steps that they need to take to conduct effective market research.

Module Structure:

LEARNING OBJECTIVES
Aims and Learning Outcomes

TOPIC 1: WHAT IS RESEARCH
What is Research?
Researching the Prospect
Primary Research or Secondary Research
Summary
Knowledge Check

TOPIC 2: HOW TO RESEARCH A PROSPECT
How to Research a Prospect
Step 1 – Learn about the prospect
Step 2 Background Check
Step 3 Identify Pain Points
The Pre-Qualification Process
Summary
Knowledge Check

TOPIC 3: MARKET RESEARCH EXPLAINED
Market Research Explained
The Buyer Persona
Exploring the Buyer Persona
Understanding your Prospects
Developing your Questions
Understanding the Competition
Summary
Knowledge Check

END OF LEARNING MODULE
End of Learning Module Summary

The learning module plus the assessment module will take approximately 60 minutes to complete.

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