Powerful Prospecting: A Personalised Approach

Attracting new customers is an important aspect in the sales process, but there is a fine line between understanding customers’ specific circumstances and tailoring an individual approach, with being overly focused on making a sale and coming across poorly. Falling at the top of the sales funnel, prospecting is the skill of approaching potential customers, and existing customers, with a proposition that benefits them, with the goal of moving them to the qualification phase of the funnel by acquiring a point of contact or setting up a meeting or visit. By understanding how to identify prospects, who to contact, and their requirements, participants will develop valuable prospecting skills that yield greater return on their time investment.

Objectives:

• Highlight the importance of prospecting and understand where it lies in the sales funnel
• Understand how the correct mindset impacts the prospecting process
• Be able to understand who to prospect, and how to appropriately engage with them, in order to acquire essential contact information

Duration: 4 hours

Assessment: Included ✓ (80% Pass, 90% Merit, 95% Distinction)

Certificate: Included ✓

Follow Up Resources: Included ✓