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This Prospecting for New Business program covers the critical elements of getting new clients. The single biggest fear for most sales representatives is to prospect for new business, yet every successful sales professional knows the importance of this...

  • Course Start Date: 2019-11-01
  • Time: 09:00:00 - 16:30:00
  • Duration: 1 Day(s)
  • Location: Toronto-Markham
  • Delivery Methods(s): Instructor Led
$595.00
November 1st
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Course Outline

Lessons

Typically decision-makers hang-up within 15 seconds of a cold-call. No matter how good a sales person is in a face-to-face situation, if they don't get the opportunity they can't win the business!

This Prospecting for New Business program covers the critical elements of getting new clients. The single biggest fear for most sales representatives is to prospect for new business, yet every successful sales professional knows the importance of this for their success. 

This program is designed specifically to address the challenges that sales people face, including: how to overcome the natural resistance to making new calls, strategies to make calls more effective, deciding which clients to pursue, methods to monitor and track individual prospecting performance, and how to plan a call in advance to maximize the effectiveness during prospecting.  By understanding the fundamentals of Prospecting for New Business, your sales people will be able to increase their sales success. 
 
Who should attend:
This program is a valuable tool for new and intermediate sales people looking to quickly and effectively improve their sales prospecting ability. 

Topics covered in this workshop include:

  • Prospecting core fundamentals and the prospecting funnel,
  • Analyzing prospect opportunity potential,
  • Strategies to penetrate new accounts through direct and indirect prospecting,
  • New account penetration strategies,
  • Getting past the €oegatekeeper(s)€,
  • Overcoming the resistance to making cold-calls.

Learning outcomes for this workshop include:

  • Increasing sales funnel activity,
  • Increasing the number of qualified appointments,
  • Becoming more successful in prospecting activities,
  • Shortening the sales cycle through value-focused prospecting

Cancellation Policy

Cancellations made 21 or more days prior to the scheduled workshop date are subject to a $100 per person per day (plus tax) administration fee. For cancellations made between 3 and 20 days prior, participant and event substitutions are allowed (subject to availability).

Training Location

Gaski Training Centre
7181 Woodbine Ave, Suite 103

Markham, Ontario
Canada   

About Gaski Performance Group

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Established in 1987, Gaski (Gaski Performance Group) is a Canadian organization with expertise in leadership, management, general staff, and professional sales training and development. We provide learning and development, skills enhancement initiatives, on-line assessment tools, evaluation programs, coaching support, and customized workshops for businesses, not-for-profit organizations and individuals.

Key members of our team have been involved with learning, training and development programs for over 20 years with extensive experience and backgrounds in Adult Education, Corporate Training and Continuing Education. Additionally, through our extensive learning partnership with various educational institutions (such as Seneca College) we bring a broad range of experience in diverse training environments and we have access to a wealth of supporting resources and additional instructors with both educational and industry experience. This extensive background enables Gaski to design, develop and deliver customized programs that support our client's learning goals and organizational objectives. Our consistent results are demonstrated by the fact that over 95% of our program participants would highly recommend our programs and facilitators.

The training services and specializations that we provide our clients, include:
- Public workshops (supporting business, management and leadership skills)
- Customized on-site (at client locations) training programs
- Talent development programs
- Needs assessments
- 360-Skills assessments (on-line) and reporting
- Competency development
- Training impact evaluation and reporting
- Coaching and support programs
- Curriculum design and train-the-trainer programs

How we think:
Vision: To become the foremost leader at helping people and organizations transform their world.
Beliefs: That people (and organizations) have great potential.
Mission: To empower each (individuals and organizations) to achieve it.
Values: Commitment to Excellence, Leading with Integrity, Unyielding Faith, Passion for Growth

Our team at Gaski consists of highly experienced and motivated individuals, with a depth of industry, educational and consultancy experience. We are ready and capable to help you and your organization achieve it's training and development goals.

Training Provider Rating

This vendor has an overall average rating of 4.42 out of 5 based on 17 reviews.

None at all, appreciate the whole experience.
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I like to thank everyone it was a great course which even today I am already applying the knowledge that was taught. It was a comf ... Read more
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I like to thank everyone it was a great course which even today I am already applying the knowledge that was taught. It was a comfortable atmosphere and felt very welcomed.

Overall my experince with last minute training.ca was really positive. The Instructor was very knowledgeable and great. He explain ... Read more
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Overall my experince with last minute training.ca was really positive. The Instructor was very knowledgeable and great. He explained everything and gave examples so that it would relate to our type of work (really helpful). Information presented was and is very useful and has really helped with work and everyday life. Great Job!

The instructor was very knowledgeable about the topic. I loved the fact that he had so many life experiences which made it possibl ... Read more
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The instructor was very knowledgeable about the topic. I loved the fact that he had so many life experiences which made it possible for him to draw alot of referrences and examples from. This helped with his presentation and to expand on our understanding.

The instructor showed great enthusiasm for the course and engage the students in various aspects of the course.
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