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.
In this workshop, participants will become skilled at prospecting and learn the 80/20 rule. They will learn 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. Participants will also build their personal prospecting plan and learn how to ensure their future by planting seeds daily.
You will spend the first part of the day getting to know other participants and discussing what will take place during the workshop. Participants will also have an opportunity to identify their personal learning objectives.
To start the day, participants will review their pre-assignment quiz.
Targeting Your Market
Next, participants will learn eight ways to target their market. Then, they will fill out a worksheet for their target market.
The Prospect Dashboard
This session will show participants what a prospect dashboard is and how to use it. Participants will also have an opportunity to create a draft prospect board.
During this session, participants will learn how to set goals with SPIRIT to make their dreams a reality.
Why is Prospecting Important?
Next, participants will look at some myths behind prospecting and what characteristics will ultimately determine their success.
During this session, participants will learn all about networking, a key component of prospecting.
Good speaking skills can give sales people a real advantage. This session will give participants some ways to build their confidence and send out the right message when speaking in public.
Next, participants will explore what to do before, during, and after trade shows to ensure success.
Regaining Lost Accounts
This session will explore an easy way to increase business: regaining inactive or lost clients.
Warming Up Cold Calls
During this session, participants will learn how to make the most of another essential prospecting tool: cold calls.
The 80/20 Rule
Next, participants will learn how Pareto’s 80/20 rule applies to sales and prospecting.
It’s Not Just a Numbers Game
This session will look at the 3 R’s of successful prospecting.
Going Above and Beyond
To wrap up, we will give participants 21 ideas for a successful career in sales and ten questions they can ask themselves about each prospect.
At the end of the day, participants will have an opportunity to ask questions and fill out an action plan.
For details on the differences between “in-house” and “all-inclusive” please see below
We’re keen to ensure that all the participants get the most out of the day, so ideally, we would love to have a room that has natural daylight, space to move, sit and write / work in small groups and utilise the wall space.
It helps to have the equipment provided but we can provide screen, projectors, flip charts and sound etc.
The “in-house” price includes training materials for all participants and a brilliant trainer… come coach… come facilitator.
The price excludes facilitator travel / accommodation (if required) and VAT.
Quite simply, we take all the hassle, stress and time required to organise your course off-site.
We will provide;
We think this is great value and ideal for companies who do not have the resource or time to organise the training.
Please see “Terms” for specific details on our all-inclusive offer.
Full Course Terms and Conditions are available upon request and are provided during the booking process.
Coming Soon! Our “Back to School essential Business Skills Lessons.
A range of short classroom based sessions that can be delivered in just 40 minutes!
Back to School allows every learner to create a personal “school” timetable based on the learning topics / lessons they need the most. They just attend the classes and then go back to work, minimising time away from the day job whilst picking up top tips on personal effectiveness, soft skills and leadership / management.
Fast, interactive and energising ways to learn through Ican Development
Ican Development are a recognised Chartered Management Institute Centre offering a targeted range of high quality qualifications in Coaching and Mentoring as well as Leadership and Management.
We’re also very proud of the way we deliver our programmes with an emphasis on face to face learning using highly engaging and experiential approaches.
We are currently offering qualifications from Levels 3 to 6