In this workshop, participants will become skilled at prospecting and learn the 80/20 rule. They will learn to target and how to target them, and commit to do some prospecting every day through warming up cold calls, following up on leads, or networking. Participants will also build their personal prospecting plan and learn how to ensure their future by planting seeds daily.
At the end of this one-day workshop, participants will:
Understand the importance of expanding their client base through effective prospecting.
Learn how to use a prospecting system to make them more successful.
Be able to identify target markets and target companies with the 80/20 rule in mind.
Know how to develop and practice networking skills at every opportunity.
Know how to develop, refine, and execute the art of cold calling.
Save up to 10% by booking and paying
10 business days before the course.
Information may change without notice.
Sales personnel, business owners, managers
Course Outline / Curriculum
You will spend the first part of the day getting to know participants and discussing what will take place during the workshop. Students will also have an opportunity to identify their personal learning objectives.
To start the day, participants will review their pre-assignment quiz.
Targeting Your Market
Next, participants will learn eight ways to target their market. Then, they will fill out a worksheet for their target market.
The Prospect Dashboard
This session will show participants what a prospect dashboard is and how to use it. Participants will also have an opportunity to create a draft prospect board.
During this session, participants will learn how to set goals with SPIRIT to make their dreams a reality.
Why is Prospecting Important?
Next, participants will look at some myths behind prospecting and what characteristics will ultimately determine their success.
During this session, participants will learn all about networking, a key component of prospecting.
Good speaking skills can give sales people a real advantage. This session will give participants some ways to build their confidence and send out the right message when speaking in public.
Next, participants will explore what to do before, during, and after trade shows to ensure success.
Regaining Lost Accounts
This session will explore an easy way to increase business: regaining inactive or lost clients.
Warming Up Cold Calls
During this session, participants will learn how to make the most of another essential prospecting tool: cold calls.
The 80/20 Rule
Next, participants will learn how Pareto's 80/20 rule applies to sales and prospecting.
It's Not Just a Numbers Game
This session will look at the 3 R's of successful prospecting.
Going Above and Beyond
To wrap up, we will give participants 21 ideas for a successful career in sales and ten questions they can ask themselves about each prospect.
At the end of the day, students will have an opportunity to ask questions and fill out an action plan.
Schedule Dates and Booking
There are currently no scheduled dates.
Please note that this course needs a minimum of 6 delegates to schedule
a course. You can choose to be added to the waiting list by clicking the
button below and we will contact you when we have enough delegates
interested. Should we not get enough delegates, we will refund or credit
your paid booking.
Should you need this course urgently, the following options are
Pay for 6 delegates (whether you have them or not) and we will
schedule the course as soon as possible.
If you have fewer delegates and cannot pay for 6, we can negotiate
a shortened course where some of the time will be spent in blended
learning - watching videos and doing tutorials and exercises with
some contact time with the trainer. We would want to discuss what
your core needs are so that we cover those aspects. You need to have
paid for 3 delegates at least.
For clients who want to enjoy the convenience of public transport,
consider the Gautrain.
Take the Gautrain to the Malboro station.
Purchace a R15 ticket for the Woodlands Office Park Shuttle Service.
The shuttle will come directly down Western Service road.
Ask to be dropped at the entrace to Western Woods Office Park.
For more information you can download
the official Gautrain brochure.
Bringing your own PC
It is very important that you have full administrator rights to your
computer so that any software needed for the course can be installed
Please ensure that you arrive at least 30min early on the first day
of training in order to get your PC setup correctly.
If this is not possible then it will be better to make use of our