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After the workshop, you will know who to target and how to target them. Following up on leads, or networking. You will also build your personal prospecting plan to ensure your future by planting seeds daily.

Course Outline

Prospecting is the key to your sales success. Your success today is a result of the prospecting you did six months ago. In this one-day workshop, you will become skilled at networking and learn the 80/20 rule. After the workshop, you will know who to target and how to target them, and remember to do some prospecting every day through warming up cold calls, following up on leads, or networking. You will also build your personal prospecting plan to ensure your future by planting seeds daily.

  • At the conclusion of this workshop, you will:

    • Understand the importance of expanding a client base through effective prospecting.
    • 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.
    • Create a personal prospecting plan to turn leads into clients
    • Increase your sales by implementing your prospecting plan
  • Targeting Your Market
    • Eight Ways to Target Your Market
    • My Target Market
  • The Prospect Board
    • Prospect Board Basics
    • My Prospect Board
    • Planning With the Prospect Board
  • Setting Goals
  • About Prospecting
  • Networking
  • Public Speaking
  • Making Trade Shows Work for You
  • Regaining Lost Accounts
  • Warming Up Cold Calls
  • The 80/20 Rule
  • It’s Not Just a Numbers Game
    • Shooting for the Stars
    • Respect
    • Rapport
    • Relationship Building
  • Going Above and Beyond
    • Ten Questions to Ask Yourself About Each Prospect
    • Twenty-One Ideas for a Successful Career in Sales
    • Large group discussions
    • Individual work and exercises
    • Small group discussion and exercises
    • Case studies
    • Simulations / Role-plays
    • Sales Employees, Account Managers


    • Completed pre-assignment
    • 1 Day
    • .6 – 12

    Prerequisites & Certificates

    Certificates offered

    All program fees include a manual on CD complete with self study lessons. Course manuals can be purchased for an additional fee and are dependent on subject and level. The manual fee is a passed through cost to our clients.
    Upon completion of the each program each participant will receive a certificate of completion.
    Parking is available for our students at the rear of the building.Please, donít park in the reserved parking spaces around the building, your car will be tagged and/or towed away.
    Our courses run between 9:00AM Ė 4:00PM. There are two 15 minutes coffee breaks: one at 10:30AM and the other are at 2:30PM. The lunch break is between 12:00AM and 1:00PM.
    Coffee and suitable drinks are provided by us during the course. There are numerous restaurants and take-out places in the area, or you may prefer to bring your own lunch and enjoy it on site. Microwave and fridge available.

    Cancellation Policy
    Commitment of resources and industry standards require that we be notified of any cancellation. As such, you may reschedule any training course up to five (5) working days before the actual training date. Simply call us, and we send you a new registration confirmation without extra charge. If training is rescheduled less than five (5) working days before the training date, a rescheduling fee of 50% of the course fee will be invoiced.

    The latest time we accept rescheduling is until noon on the working day before
    the training date. "No-shows" without prior notification are charged as if you had attended the course. There are no refunds. We reserve the right to cancel any course and reschedule if attendance is not sufficient to run the course. In this case you will be notified, usually five (5) working days or more prior to the
    training day and the training is rescheduled.

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    This course currently does not have any dates scheduled. Please call 1-877-313-8881 to enquire about future dates or scheduling a private, in house course for your team.

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