Prospecting Skills

To make a territory grow and become productive, high level prospecting at strategic accounts must become a daily habit. This program helps participants understand how to prospect for new business within existing accounts and what to say when first approaching top-level executives at strategic accounts to create and maintain interest.

Program Length: One Half Day

Major Topics:

• Lead classification
• Where to get useful customer information
• Approaching key accounts
• Warming up “cold calls”
• Sales Call Planning by the numbers
• Setting sales call objectives
• Questions to ask
• Objections to anticipate

Benefits To The Organization:

• Enhanced ability to sell solutions
• Increased appointments obtained
• Increased sales

Benefits To The Individual:

• Ability to control the flow of a conversation
• Greater ability to obtain appointments
• Target the right person within an account
• Avoid surprises when setting appointments
• Anticipate questions and effective responses

Also offered as an online self-paced course:

Prospecting To Create Interest

In this course, you will learn how to leverage your past success and use a system to identify, classify, and approach high level people and new opportunities. We will also offer you tips on creating internal advocates from existing clients. We'll practice how to qualify an opportunity and how to plan ahead to get the most out of each client meeting.

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Participant Comments

"A much better approach for getting appointments!”

“I’ve always hated cold calling. Now I have a plan to make prospecting much easier.”

“This course helped me get appointments with the right person so I don’t waste so much time with the wrong one.”

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