Effective Prospecting Sales Training Course

Effective Prospecting Sales Training Course


Event outline

Course Overview

To be successful in sales you must know how to effectively prospect for new leads. Effective prospecting is an immensely important part of the sales process which results in you attracting new customers and business and over-achieving your targets or budget.

The pdtraining Effective Prospecting Sales Training Course provides you with comprehensive training in public speaking, making cold calls, goal setting, networking, identifying market opportunities and more. The course covers every essential skill that impacts prospecting to help you gain a high level of expertise in the process.

Learning Outcomes

  • 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

Course Outline

Lesson 1
Getting Started

  • Icebreaker
  • Workshop Objectives

Lesson 2
Pre-Assignment Review

  • True/False Questions
  • Multiple Choice Questions
  • Debrief

Lesson 3
Targeting Your Market

  • Eight Ways to Target Your Market
  • My Target Market

Lesson 4
The Prospect Dashboard

  • Prospect Dashboard Basics
  • Q & A
  • My Prospect Dashboard
  • Planning with the Prospect Dashboard

Lesson 5
Setting Goals

  • S.P.I.R.I.T.

Lesson 6
Why is Prospecting Important?

  • A Little Knowledge Brings Big Benefits!

Lesson 7

  • What is Networking?
  • Small Talk

Lesson 8
Public Speaking

  • Public Speaking

Lesson 9
Trade Shows

  • Making Trade Shows Work
  • Debrief

Lesson 10
Regaining Lost Accounts

  • Regaining Lost Accounts

Lesson 11
Warming Up Cold Calls

  • A Cure for Call Reluctance
  • Getting Your Message Through
  • Openers

Lesson 12
The 80/20 Rule

  • The 80/20 Rule

Lesson 13
It's Not Just A Numbers Game

  • Shooting for the Stars
  • The Three R's

Lesson 14
Going Above and Beyond

  • 21 Ideas for a Successful Career in Sales
  • Ten Questions to Ask Yourself about Each Prospect

Dates & registration

Thu 21 Nov 2019 Perth (Metro)

9:00 am start to 4:30 pm close
Level 1, 863 Hay Street Perth WA 6000
$660+GST per person. Cost includes: Pre-course personality profiling, comprehensive course manual, a highly interactive, hands-on training course, cafe lunch, morning and afternoon tea, post-course follow-up including e-learning and skills booster emails.
Register at:

Fraser MacFarlane
1300 121 400

Provider information

pd training is an Australian-owned, international training and professional development and services organisation, with approximately 400 specialist trainers across Australia, delivering thousands of courses each year in our 16 areas of specialty.