Sales Skills: Communication: Prospecting for Leads

Overview

Prospecting is the key to your success. Your success today is a result of the prospecting you did six months ago. Become skilled at networking and remember the old 80/20 rule. 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. Build your personal prospecting plan, to ensure your future by planting seeds daily.

Skills Gained

• Understand the importance of expanding a client base through effective prospecting
• Identify target markets and target companies with the 80/20 rule
• Develop and practice networking skills
• Develop, refine, and execute the cold call
• Create a personal prospecting plan to turn leads into customers
• Increase your sales by implementing this plan

By the end of this class you will have learned

• Your market
• Your customer profile
• Preparing for trade shows
• Finding leads
• Networking
• The 80/20 rule
• Developing and using a prospect board
• Warming up cold calls
• Prospect boards
• Your personal prospecting plan
• Public speaking
• Regaining lost accounts
• Going above and beyond

Audience

Prerequisites

None

Synopsis

• Targeting Your Market
• The Prospect Board
• Setting Goals
• About Prospecting
• Networking
• Public Speaking
• Making Trade Shows Work for You
• Regaining Lost Accounts
• Warming Up Cold Calls
• The 80/20 Rule
• It's Not Just a Numbers Game
• Going Above and Beyond

Sales Skills: Communication: Prospecting for Leads / WDR1560