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 course, you will become skilled at prospecting and learn the 80/20 rule. After completing this course, you will know who to target and how to target them, and will commit to doing some prospecting every day through warming up cold calls, following up on leads, or networking. You will also build your personal prospecting plan and learn how to ensure your future by planting seeds daily.

After you complete this course, you will be able to:

• Understand the importance of expanding your client base through effective prospecting.
• Learn how to 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.

Course Topics:

Session One: Course Overview

• Learning Objectives 

Session 2: Pre-Assignment Review

• True/False Questions
• A Positive Self-Image
• Multiple Choice Questions
• Multiple Choice Questions
• Reviewing the Assignment

Session 3: Targeting Your Market

• A Narrow Focus
• Narrowing Your Focus
• Where are Your Customers?
• Common Characteristics
• What Makes Them Buy?
• Perform an Analysis
• Listen to Them
• Are You Listening?
• Summarize
• Use Analytical Tools
• Customer Profile
• Customer Location
• Market Profile

Session 4: The Prospect Dashboard

• The Prospect Dashboard and CRM Tools
• Sample Dashboard
• So How Does It Work?
• Dashboard Q & A
• My Prospect Dashboard
• Planning with the Prospect Dashboard
• The Purchasing Cycle
• Planning Worksheet

Session 5: Setting Goals

• Setting Goals
• SPIRIT
• Setting a Goal with SPIRIT!

Session 6: Why Is Prospecting Important?

• Working with Prospects
• Finding Prospects
• A Little Knowledge Brings Big Benefits!
• Are You Experienced?

Session 7: Networking

• What is Networking?
• How Do You Do It?
• Preparation
• Starting to Mingle
• Walking Into a Room
• What to Do and Say
• Enjoy Yourself and Keep It Going
• Working on the Strategies
• Small Talk

Session 8: Public Speaking

• Public Speaking Like a Pro
• What Signals Are You Sending?
• Using Our Body Language
• Your Presentation Style

Session 9: Trade Shows

• Before the Show
• During the Show
• After the Show
• Attending a Trade Show

Session 10: Regaining Lost Accounts

• Why Do Customers Leave?
• When Something Goes Wrong
• What Can I Do About It?
• Regaining Your Contacts

Session 11: Warming Up Cold Calls

• The Magic Number
• A Cure for Call Reluctance
• Other Tips for Making Calls
• Getting Your Message Through
• Openers
• Creating Your Opener
• Warming Up Cold Calls
• My Cold Call Strategy

Session 12: The 80/20 Rule

• Pareto's Principle
• Applying Pareto's Principle

Session 13: It's Not Just a Numbers Game

• Shooting for the Stars
• Rapport
• Creating Rapport
• Relationship Building
• Building Relationships
• Respect
• Showing Respect

Session 14: Going Above and Beyond

• 21 Ideas for a Successful Career in Sales
• Implementing the 21 Ideas
• Ten Questions to Ask Yourself about Each Prospect
• Asking the Ten Questions