Prospecting is a vital skill in the sales process. It is an important skill to develop if your goal is to grow your sales funnel and achieve significant growth in sales. However, the majority of sales people do not devote ample time to this essential sales strategy.

The talent to prospect effectively, proficiently and enjoyably will allow you to encounter prospects that want, need and can pay for your services and products. To enhance your prospecting skills, enroll in PD Training’s Effective Prospecting Sales training course. This course assists participants to expand their client base through effective prospecting, to develop and practice networking skills at every opportunity and to gain valuable knowledge and skills in prospecting to enable them to achieve targeted budgets.

This training course is now available in Malaysia and Kuala Lumpur.

This Effective Prospecting Sales training course can be delivered at your premises by one of our expert local or international trainers or live online using our HIVE technology.

Click on the In-house tab below to generate an instant quote or enroll now into the next public course date.

Your Learning Outcomes
Effective Prospecting Sales Training Course

After completing this course, participants will have learned to:

  • Expand your client base through effective prospecting
  • Use a prospecting system to make you more successful
  • 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
  • Target your market
  • Use the prospect dashboard
  • Set goals
  • Understand the importance of prospecting
  • Use networking
  • Use public speaking
  • Conduct trade shows
  • Regain lost accounts
  • Warm up cold calls
  • Use the 80/20 rule
Duration: 1.0 day course



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Course Outline
Effective Prospecting Sales Training Course

Download Effective Prospecting Sales Training Course Outline

Foreword:

Effective Prospecting Training Course will help you to know who to target and how to target, warm up cold calls, follow up on leads, use networking effectively, conduct trade shows, use public speaking, build your personal prospecting plan, and more.

Professional training in prospecting helps enhance skills and understanding to excel as professionals and businesses.

Effective Prospecting Sales Training Course - Lesson 1
Getting Started
  • Icebreaker
  • Workshop Objectives
Effective Prospecting Sales Training Course - Lesson 2
Pre-Assignment Review
  • True/False Questions
  • Multiple Choice Questions
  • Debrief
Effective Prospecting Sales Training Course - Lesson 3
Targeting Your Market
  • Eight Ways to Target Your Market
  • My Target Market
Effective Prospecting Sales Training Course - Lesson 4
The Prospect Dashboard
  • Prospect Dashboard Basics
  • Q & A
  • My Prospect Dashboard
  • Planning with the Prospect Dashboard
Effective Prospecting Sales Training Course - Lesson 5
Setting Goals
  • S.P.I.R.I.T.
Effective Prospecting Sales Training Course - Lesson 6
Why is Prospecting Important?
  • A Little Knowledge Brings Big Benefits!
Effective Prospecting Sales Training Course - Lesson 7
Networking
  • What is Networking?
  • Small Talk
Effective Prospecting Sales Training Course - Lesson 8
Public Speaking
  • Public Speaking
Effective Prospecting Sales Training Course - Lesson 9
Trade Shows
  • Making Trade Shows Work
  • Debrief
Effective Prospecting Sales Training Course - Lesson 10
Regaining Lost Accounts
  • Regaining Lost Accounts
Effective Prospecting Sales Training Course - Lesson 11
Warming Up Cold Calls
  • A Cure for Call Reluctance
  • Getting Your Message Through
  • Openers
Effective Prospecting Sales Training Course - Lesson 12
The 80/20 Rule
  • The 80/20 Rule
Effective Prospecting Sales Training Course - Lesson 13
It's Not Just A Numbers Game
  • Shooting for the Stars
  • The Three R's
Effective Prospecting Sales Training Course - Lesson 14
Going Above and Beyond
  • 21 Ideas for a Successful Career in Sales
  • Ten Questions to Ask Yourself about Each Prospect
 

In-House Training We’ll focus on what matters most to you and tailor to your context


Live Online or Hybrid Class Tailored to Your Needs

When you want a tailored learning experience targeting exactly what you want without bringing everyone physically together, the best choice is a Live Online Class run by PDT.

We tailor the content and activities to be specific to your current needs and the needs of the people and run the course in our usual activity-based workshop style training, however, the participants can all be offsite, or some can be in the room with others offsite.

Unless you have a preferred tools we use 'Zoom for Education' that includes enhanced collaboration features such as One-click content sharing, real-time co-annotation (people can work together in activity files), and digital whiteboarding, we also include things like live polls and group chats so you virtually have the same collaborative learning experience of attending a course in a room with other people.

live online & hybrid

We have delivered these 100's (if not 1000's) of times, and get great outcomes. We achieve great outcomes because we keep our learner centric approach - just because it’s delivered through a screen to some or all participants doesn’t mean it needs to be less tailored or less personalised.

You still have an expert trainer who talks to you prior to the session and tailors the delivery to use your terminology, ensure activities are relevant and directly applicable and ensures an engaging learning experience that provide people with skills and techniques they can apply the very next day.

A hybrid class is with some people dialling in, and some people physically together in the same room.

Live Online Participant Feedback:

90% Overall Trainer Rating

88% Delivery was Adapted to me Personally

75% I Would Recommend this Course to Someone Else

Face to Face Options With Everyone in the same room

1-hour Motivator
one hour motivator
3-hour Power Sessions
3 hour power session
Full-day training
full day training
Conferences
Conferences
At your workplace At your workplace
In our Training Rooms In our Training Rooms
 In our Online Training  Room - the HIVE In our Online Training Room

We’ll make things easier so you can focus on adding more value

We provide the Training Management Centre which is an information hub before, during and after training.
(Let us know if there’s parts you don’t want to use)

Invites people to training

(So you don’t have to)

Invite People icon

Generates Sign in Sheet

(So you don’t have to)

Generate Sign In Sheet Icon

Generates Branded Flyer

If you if you want to ‘promote’ internally

Generate Branded Flyer Example

PDF’s of Certificates

(can be co-branded with your logo)

Completion Certificate Included

Collects and Reports feedback

(So you don’t have to)

Feedback Report Example

Complete Results Dashboard

(including trainer insights)

Results Dashboard Example

What are people going to do differently?

At the completion of training participants are encouraged to create an action plan, and invite an accountability buddy via their Orgmenta App.

In your Training Management Centre you have transparency to the action plans so you can see what people are going to do differently.

My Action Plan
Participants encouraged to create

Want to get clear on impacts and measure success? Our system and expert consultants support you.


Our systems and people make it easy to identify how you’ll be able to measure impacts,
and then report on the success in the weeks or months after training.

Measure metrics your way

Do you already have a training management system and wish they were automatically up to date?

Training APIs

It’s surprisingly easy to make it so that your system can automatically be up to date with all the training record details you need.

More than just a training provider - we are your Learning and Development Partner, we look forward to working with you, talk to one of our friendly expert consultants today.

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