Overview
Prospecting is one of the keys to your sales success. Keeping your pipeline full ensures that you will continue to attract new business, and so your success today is a result of the prospecting you did six months ago. Through this course, you will become skilled at prospecting and learn the 80/20 rule and you will then know who to target and how to target them, and commit to do some prospecting every day through warming up cold calls, following up on leads, or networking. You will also be able to build your personal prospecting plan and learn how to ensure your future by planting seeds daily.
Learning Outcomes
After you complete this course, you will be able to:
- Understand the importance of expanding your client base through effective prospecting.
- Learn how to 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.
Course Outline
- 2.1: True/False Questions
- 2.2: Multiple Choice Questions
- 3.1: Eight Ways to Target Your Market
- 3.2: My Target Market
- 4.1: Prospect Dashboard Basics
- 4.2: Q & A
- 4.3: My Prospect Dashboard
- 4.4: Planning with the Prospect Dashboard
- 7.1: What is Networking?
- 7.2: Small Talk
