Effective Prospecting Sales Training Course

To be successful in sales you must know how to effectively prospect for new leads. Effective prospecting is an immensely important part of the sales process which results in you attracting new customers and business and over-achieving your targets or budget.

The PD Training Effective Prospecting Sales Training Course provides you with comprehensive training in public speaking, making cold calls, goal setting, networking, identifying market opportunities and more. The course covers every essential skill that impacts prospecting to help you gain a high level of expertise in the process.

This dynamic training course is available now throughout Australia, including Brisbane, Sydney, Melbourne, Adelaide, Canberra, Parramatta and Perth.

Learning Outcomes

• Expand your client base through effective prospecting
• Use a prospecting system to make you more successful
• 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
• Target your market
• Use the prospect dashboard
• Set goals
• Understand the importance of prospecting
• Use networking
• Use public speaking
• Conduct trade shows
• Regain lost accounts
• Warm up cold calls
• Use the 80/20 rule
  

Course Outline

Effective Prospecting Sales Training Course - Lesson 1 
Getting Started 

• Icebreaker


• Workshop Objectives

Effective Prospecting Sales Training Course - Lesson 2 
Pre-Assignment Review 

• True/False Questions


• Multiple Choice Questions


• Debrief

Effective Prospecting Sales Training Course - Lesson 3 
Targeting Your Market 

• Eight Ways to Target Your Market


• My Target Market

Effective Prospecting Sales Training Course - Lesson 4 
The Prospect Dashboard 

• Prospect Dashboard Basics


• Q & A


• My Prospect Dashboard


• Planning with the Prospect Dashboard

Effective Prospecting Sales Training Course - Lesson 5 
Setting Goals 

• S.P.I.R.I.T.

Effective Prospecting Sales Training Course - Lesson 6 
Why is Prospecting Important? 

• A Little Knowledge Brings Big Benefits!

Effective Prospecting Sales Training Course - Lesson 7 
Networking 

• What is Networking?


• Small Talk

Effective Prospecting Sales Training Course - Lesson 8 
Public Speaking 

• Public Speaking

Effective Prospecting Sales Training Course - Lesson 9 
Trade Shows 

• Making Trade Shows Work


• Debrief

Effective Prospecting Sales Training Course - Lesson 10 
Regaining Lost Accounts 

• Regaining Lost Accounts

Effective Prospecting Sales Training Course - Lesson 11 
Warming Up Cold Calls 

• A Cure for Call Reluctance


• Getting Your Message Through


• Openers

Effective Prospecting Sales Training Course - Lesson 12 
The 80/20 Rule 

• The 80/20 Rule

Effective Prospecting Sales Training Course - Lesson 13 
It's Not Just A Numbers Game 

• Shooting for the Stars


• The Three R's


•