Effective Prospecting Sales Course

Location: Lagos.

Fee: N105, 000

Duration: 3days

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.

This 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.

Effective Prospecting Training Course will help you to know who to target and how to target, warm up cold calls, follow up on leads, use networking effectively, conduct trade shows, use public speaking, build your personal prospecting plan, and more.

Professional training in prospecting helps enhance skills and understanding to excel as professionals and businesses.

Learning Outcomes

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

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

• 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?

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

Effective Prospecting Sales Training Course – Lesson 14 Going Above and Beyond

• 21 Ideas for a Successful Career in Sales
• Small Talk
• Ten Questions to Ask Yourself about Each Prospect

About Instructors

Mrs Mary Akinyeye

BSc, MSc, PMP

She is a wonderful, vibrant and virtuous woman who has contributed immensely to the success of many Nigerian graduates as a result of her lecturing...

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