COURSE TITLE
PROSPECTING LEADS: THE KEY TO SUCCESS
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OVERVIEW  

Prospecting is the key to your sales success. Your success today is a result of the prospecting you did six months ago. In this one-day workshop, you will become skilled at networking and learn the 80/20 rule. After the workshop, you will know who to target and how to target them, and remember to do some prospecting every day through warming up cold calls, following up on leads, or networking. You will also build your personal prospecting plan to ensure your future by planting seeds daily.
LEARNING OBJECTIVES  

  • At the conclusion of this workshop, you will:

    • Understand the importance of expanding a client base through effective prospecting.
    • Identify target markets and target companies with the 80/20 rule in mind.
    • Develop and practice networking skills at every opportunity.
    • Develop, refine, and execute the art of cold calling.
    • Create a personal prospecting plan to turn leads into clients
    • Increase your sales by implementing your prospecting plan
COURSE OUTLINE  
  1. Targeting Your Market
    • Eight Ways to Target Your Market
    • My Target Market
  2. The Prospect Board
    • Prospect Board Basics
    • My Prospect Board
    • Planning With the Prospect Board
  3. Setting Goals
  4. About Prospecting
  5. Networking
  6. Public Speaking
  7. Making Trade Shows Work for You
  8. Regaining Lost Accounts
  9. Warming Up Cold Calls
  10. The 80/20 Rule
  11. It’s Not Just a Numbers Game
    • Shooting for the Stars
    • Respect
    • Rapport
    • Relationship Building
  12. Going Above and Beyond
    • Ten Questions to Ask Yourself About Each Prospect
    • Twenty-One Ideas for a Successful Career in Sales
METHODOLOGY  
  • Large group discussions
  • Individual work and exercises
  • Small group discussion and exercises
  • Case studies
  • Simulations / Role-plays
WHO SHOULD ATTEND  
  • Sales Employees, Account Managers
PRE-REQUISITES

 
  • Completed pre-assignment
DURATION  
  • 1 Day
CLASS SIZE  
  • .6 – 12