About The Program

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.

This course is designed for people who represent their company’s image by contacting potential customers over the phone.

Course Objectives

• Understanding how every individual who prospects represents the company’s overall image
• Getting that appointment!
• Identify the most common prospecting objections and explore ways to overcome them
• Identify target markets and target companies with the 80/20 rule in mind
• Develop and practice networking skills at every opportunity
• Learn the importance of expanding your client base through effective prospecting
• Learn how to develop, refine, and execute the art of cold calling

What You Will Gain

• The ability to increase your sales performance and effectively deal with cold calling
• The ability to know who and how to target for prospecting
• The ability to know how to go through warming up cold calls, following up on leads, or networking.
• Ways to build your personal prospecting plan

Program Content

• Targeting Your Market
  • Eight Ways To Target Your Key Market.
• The Prospect Dashboard
  • Understand What A Prospect Dashboard Is And How To Use It
• Setting Goals
• Why Is Prospecting Important?
  • Is Everyone A Prospect?
  • Where Can You Look For Prospects?
  • How Many Prospects Do You Have To Talk To Before You Get An Appointment?
• Networking
  • Tips On Networking Effectively
• Public Speaking
  • Ways To Build Your Confidence And Send Out The Right Message When Speaking In Public
  • Tips For Speaking In Public
• Trade Shows
  • What To Do Before, During, And After Trade Shows To Ensure Success
• Regaining Lost Accounts
  • How To Contact Your Inactive Or Lost Clients
  • Know Why They Stopped Business With You And Come Up With Tips To Rectify This
• Warming Up Cold Calls
  • Learn Tips On Cold Calling
  • Tips On How To Handle The Gatekeeper
• The 80/20 Rule
  • Learn How Pareto’s 80/20 Rule Applies To Sales And Prospecting
• It’s Not Just A Numbers Game
  • 3R’s Of Successful Prospecting.
    • Rapport
    • Relationship Building
    • Respect
• Going Above And Beyond
  • 21 Ideas For A Successful Career In Sales
  • 10 Questions To Ask Yourself About Each Prospect

Please contact us for specific details on the courses we are running. Our Business Development Team will be happy to provide you with further details.

Before the course, each delegate will be asked to complete a Pre-Course Briefing Form to determine their individual objectives for attending the course. These objectives will be used by the Tutor to give on-target training that is focused on the individual delegates.

At the end of the course, each delegate will be asked to complete a Personal Development Plan that can be used as part of future appraisals, and that will also be an important tool for management reference.

Total ONLINE Investment: AED 1,450 + VAT