Course description
Prospecting for Leads Like a Pro
Prospecting is one of the keys to your sales success. Keeping your pipeline full ensures that you will continue to attract new business, and so your success today is a result of the prospecting you did six months ago.
In this workshop, participants will become skilled at prospecting and learn the 80/20 rule. They will learn to target and how to target them, and commit to do some prospecting every day through warming up cold calls, following up on leads, or networking. Participants will also build their personal prospecting plan and learn how to ensure their future by planting seeds daily.
Learning Objectives
At the end of this one-day workshop, participants will:
- Understand the importance of expanding their client base through effective prospecting.
- Learn how to use a prospecting system to make them more successful.
- Be able to identify target markets and target companies with the 80/20 rule in mind.
- Know how to develop and practice networking skills at every opportunity.
- Know how to develop, refine, and execute the art of cold calling.
Upcoming start dates
Training content
Pre-Assignment Review
To start the day, participants will review their pre-assignment quiz.
Targeting Your Market
Next, participants will learn eight ways to target their market. Then, they will fill out a worksheet for their target market.
The Prospect Dashboard
This session will show participants what a prospect dashboard is and how to use it. Participants will also have an opportunity to create a draft prospect board.
Setting Goals
During this session, participants will learn how to set goals with SPIRIT to make their dreams a reality.
Why is Prospecting Important?
Next, participants will look at some myths behind prospecting and what characteristics will ultimately determine their success.
Networking
During this session, participants will learn all about networking, a key component of prospecting.
Public Speaking
Good speaking skills can give sales people a real advantage. This session will give participants some ways to build their confidence and send out the right message when speaking in public.
Trade Shows
Next, participants will explore what to do before, during, and after trade shows to ensure success.
Regaining Lost Accounts
This session will explore an easy way to increase business: regaining inactive or lost clients.
Warming Up Cold Calls
During this session, participants will learn how to make the most of another essential prospecting tool: cold calls.
The 80/20 Rule
Next, participants will learn how Pareto’s 80/20 rule applies to sales and prospecting.
It’s Not Just a Numbers Game
This session will look at the 3 R’s of successful prospecting.
Going Above and Beyond
To wrap up, we will give participants 21 ideas for a successful career in sales and ten questions they can ask themselves about each prospect.
Course delivery details
This course can be offered in the following formats:
- On-site
- Online
- Webinar
Why choose Mainstream Corporate Training?
Serving Over 40 Business Verticals, across North America
98.8% Client Satisfaction, 99% citing they would refer our programs to others
ROI realized by clients as early as the first 3 months post training
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Mainstream Corporate Training -Engaging Interactive Professional Development
Mainstream is committed to providing quality training that is essential to successful professional and personal growth; our programs help learners maintain a competitive advantage through insightful and effective training topics. Information continues to change and develop our lives, therefore, our mission...