Smart Prospecting

Learning Path: Sales Pro

Duration: 1 Day(s).

Course Overview

Prospecting plays a major role in achieving sales. Maintaining a full list of prospects enhances your ability to attract new clients. A portion of today's success comes from add-ons from prospects you closed six months earlier. Now is the time to develop the skills of prospecting by learning the 80/20 rule. Once this class is over, you will have a clear picture of who your targets are and how to approach them. Additionally, you will develop a daily prospecting routine using effective cold calling, choose your best leads, and networking. You will also create a powerful prospecting blueprint and understand how to assure future success by planting daily seeds. 

Endorsed by

   

Learning Objectives

  • Grasp the concept that you expand your client base by using the principles of professional prospecting
  • Build a prospecting system to make you more effective
  • Pinpoint target markets and identify appropriate companies using the 80/20 rule
  • Refine and use networking skills in every environment
  • Develop, polish, and implement cold calling skills

Target Audience 
Salespeople.
Format
Instructor-led


Course Calendar

Nothing Yet !

Course Outline

Title
Unit One: Pre-Assignment Review
Unit Two: Identify Your Target Market
8 Ways to Target Your Market
My Target Market
Unit Three: Keeping Track of Prospects
The Prospect Dashboard
Frequently Asked Questions about Prospecting
My Prospect Dashboard
Using the Prospect Dashboard to Plan Activity
Unit Four: Setting Goals
Unit Five: The Discipline of Smart Prospecting
Networking to Advantage
Learning to “Small Talk”
Leveraging Public Speaking Opportunities
Leveraging Trade Shows
Recovering Lost Customers
Staying Focused: The 80/20 Rule
Unit Six: Warming Up Cold Calls
Unit Seven: Beyond the Numbers
The Three Rs of Sales Success
21 Ideas for Smart Prospecting and Sales Success
10 Smart Prospecting Questions to Ask Yourself

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