26. September 2019 - 9:00 till 16:30
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Effective Prospecting Sales Training Course | PD Training | Thursday, 26. September 2019

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 PD Training 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.
This dynamic training course is available now throughout Australia, including Brisbane, Sydney, Melbourne, Adelaide, Canberra, Parramatta and Perth.
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



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