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PDESP: Effective Sales Prospecting Training

Code: PDESP
Length: 1 Day
Overview

Professional training in prospecting helps enhance your sales skills, confidence and understanding of the prospecting process to assist you in excelling as a productive sales or business development professional in New Zealand.

Delivery format(s)
On-Site
On-Site
Classroom
Classroom
OBJECTIVES

The Effective Prospecting Training course will teach you to identify who to target and how to target, learn how to warm up cold calls, follow up on new leads, use networking effectively, conduct trade shows for lead generation, use public speaking to your advantage, build your personal prospecting plan and more. 

WHAT YOU’LL LEARN

After completing this course, participants will have learned to:

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

Lesson 1: Getting Started
Icebreaker
Workshop Objectives

Lesson 2: Public Speaking
Public Speaking

Lesson 3: Pre-Assignment Review
True/False Questions
Multiple Choice Questions
Debrief

Lesson 4: Trade Shows
Making Trade Shows Work
Debrief

Lesson 5: Targeting Your Market
Eight Ways to Target Your Market
My Target Market

Lesson 6: Regaining Lost Accounts
Regaining Lost Accounts

Lesson 7: The Prospect Dashboard
Prospect Dashboard Basics
Q & A
My Prospect Dashboard
Planning with the Prospect Dashboard

Lesson 8: Warming Up Cold Calls
A Cure for Call Reluctance
Getting Your Message Through
Openers

Lesson 9: Setting Goals
S.P.I.R.I.T.

Lesson 10: The 80/20 Rule
The 80/20 Rule

Lesson 11: Why is Prospecting Important?
A Little Knowledge Brings Big Benefits!

Lesson 12: It's Not Just A Numbers Game
Shooting for the Stars
The Three R's

Lesson 13: Networking
What is Networking?
Small Talk

Lesson 14: Going Above and Beyond
21 Ideas for a Successful Career in Sales
Ten Questions to Ask Yourself about Each Prospect

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