Average and struggling salespeople view prospecting as a “necessary evil” in sales, while the most successful have a very different perspective. Successful salespeople have a clearly defined prospecting process and methodology, and they execute their prospecting approach on a consistent basis, even when current sales growth is strong. They know the worst time to prospect is when you desperately need the business.

The purpose of this course is to help you develop specific skills and a plan of action to improve your prospecting effectiveness.

At the conclusion of this course, participants will be able to:

• Understand the need for constant and never-ending prospecting.
• Create a consistent “prospecting awareness” in their daily work activities.
• Develop a consistent strategy for generating referrals from current customers.
• Effectively utilize a 3-step prospecting process.
• Generate a list of current key prospects, along with an approach plan for each prospect.

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