Prospecting for Leads like a Pro Courseware and Training Materials

What's included?
What’s included?
Available for delivery as a download from our web server or provided on CD, this courseware package includes the following resources to make your trainer’s life much, much easier.

This courseware package includes:

	Student Manual. Fully customisable. May be opened in any wordprocessor and changed to meet your exact needs.
	Trainer manual. Fully customisable with additional information for trainers.
	Ice breakers and class activities. Fully customisable. Delivered as a folder full of activities for your students.
	Content overview. Fully customisable. Comprehensive course overview to help you market your course to your customers.
	PowerPoint presentations. Fully customisable. Complete set of PowerPoint slides for use by the trainer.
	Sales information sheets. Fully customisable. Information sheets to help you sell your course to your employees or external customers.
	Additional reading… Fully customisable. Give your students some recommended further reading materials for this course.

To get started, just open this ‘Prospecting for Leads like a Pro’ training courseware in your favourite word processor. You can fully customise the materials to suit your exact learning needs and include your own branding. Your own tailor-made course, delivered ‘off-the-peg’ and saving you thousands of pounds in development time and man-hours. Just press print and the perfect learning experience is yours to deliver.

Course outline
Course outline

Introduction

Prospecting is the key to participants success. Participants success today is a result of the prospecting they 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 participants personal prospecting plan, to ensure their future by planting seeds daily. If you make daily prospecting work a part of your sales routine, you should closely monitor the customer’s sales cycle.

Highlights of what participants will learn:

• 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.

Course contents

• Introduction and Course Overview You will spend the first part of the day getting to know participants and discussing what will take place during the workshop. Students will also have an opportunity to identify their personal learning objectives.
• Pre-Assignment Review 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 Board This session will show participants what a prospect board is and how to use it. Participants will also have an opportunity to create a draft prospect board.
• Setting Goals During this session, participants will learn how to set SMART goals to get from where they are today to their goal.
• Why is Prospecting Important? Next, participants will look at some myths behind prospecting and what will ultimately determine their success.
• Networking During this session, participants will learn all about networking, a key component of prospecting.
• Public Speaking Good speaking skills can give sales people a real leg up. This session will give participants some ways to build their confidence and send out the right message when speaking in public.
• Trade Shows 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 accounts: 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 twenty-one ideas for a successful career in sales and ten questions they can ask themselves about each prospect.
• Workshop Wrap-Up At the end of the day, students will have an opportunity to ask questions and fill out an action plan.

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