Training Duration: 3 Days / 18 Hrs
• Introduction to the Training:
– Prospecting is the critical first step in the sales process—it’s the act of identifying and engaging potential clients to build a strong pipeline of opportunities.
– This training program explores the essential components of effective prospecting, providing participants with practical tools, techniques, and strategies to transform leads into qualified prospects and drive revenue growth.
– From targeting the right markets to maximizing networking and using adaptive selling techniques, participants will learn how to generate interest, build credibility, and initiate strong client relationships.
• Training Outlines:
– The Proactive Selling
– Target Your Market
– The Prospect Board
– Setting Goals
– The Importance of Prospecting
– Networking
– Public Speaking
– Trade Shows
– Regaining Lost Accounts
– Warming Up Cold Calls
– The 80/20 Rule
– The 3 Rs of Successful Prospecting
– Feature, Advantage, Benefit
– Adaptive Selling Based on Buyer’s Style
• Training Objectives:
– Understand the importance of expanding a client base through effective prospecting
– Learn how to use and maintain a prospect board as a visual pipeline tool
– Identify target markets and prioritize efforts using the 80/20 rule
– Develop and practice networking techniques for prospecting in any setting
– Refine and execute cold calling strategies with increased confidence
– Recognize the value of product knowledge and identifying customer needs
– Apply the Features, Advantages, and Benefits (FAB) approach in sales conversations
– Adapt communication and sales approaches to align with different buyer styles
• Who Should Attend:
– Sales executives and account managers
– Business development professionals
– Lead generation and telesales teams
– Marketing and outreach specialists
– Any professionals involved in customer acquisition and sales prospecting
• Why Attend:
– To master the fundamentals of identifying and approaching the right prospects
– To build a qualified and consistent sales pipeline
– To increase efficiency and effectiveness in prospecting activities
– To learn how to warm up cold calls and regain lost accounts
– To boost overall sales performance through focused and strategic client outreach
