Course Overview:
Prospecting is the key to your sales success. Your success today is a result of the prospecting you did six months ago. In this 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.
Course Outline:
SECTION 1: Targeting Your Market
- Eight ways to target your market
- My target market
SECTION 2: The Prospect Board
- Prospect Board Basics
- Planning with the Prospect Board
- Planning Worksheet
SECTION 3: Setting Goals
SECTION 4: About Prospecting
SECTION 5: Networking
- What is Networking
- Small Talk
SECTION 6: Public Speaking
SECTION 7: Making Trade Shows Work for You
SECTION 8: Regaining Lost Accounts
SECTION 9: Warming Up Cold Calls
SECTION 10: The 80/20 Rule
SECTION 11: It’s Not Just a Numbers Game
- Shooting for the Stars
- Respect
- Rapport
- Relationship Building
SECTION 12: Going Above and Beyond
- Ten Questions to Ask Yourself About Each Prospect
- Twenty-One Ideas for a Successful Career in Sales