Course Objective

This course aims to teach participants the art of sales prospecting, covering techniques and strategies to effectively find and engage potential buyers. By the end of the course, participants will be able to identify qualified leads, establish meaningful connections and foster productive relationships that result in sales.

Program content

UNDERSTANDING PROSPECTING

1. The beginning of the sales process
1.1 Introduction
1.2 Video – What is prospecting?
1.3 What is prospecting?
1.3.1 Two types of potential buyers
1.4 Check your understanding

2. The prospecting process
2.1 A six-step process
2.1.1 Create a persona
2.1.2 Identify potential buyers
2.1.3 Prioritize your potential buyers
2.1.4 Search your contacts
2.1.5 Contact potential buyers
2.1.6 Build a relationship
2.2 A prospecting checklist

PROSPECTING TECHNIQUES

3. Techniques for reaching potential customers
3.1 The challenge of saying “hello”
3.2 Video – Techniques for contacting potential customers
3.3 Prospecting for extension strategies
3.4 Which technique is better?
3.5 How often should you contact us?
3.6 An example of disclosure
3.7 Check your understanding

4. Analyzing your competition
4.1 Serving Your Dream Client
4.2 Video – Learn how to identify, research and understand your sales competitors
4.3 Why study your competition?
4.4 Identify your competitors
4.5 Tip: Prioritize your competitors
4.6 Create a spreadsheet
4.7 Research Techniques
4.8 Check your understanding

5. Cold Call Improvement
5.1 Phone ringing!
5.2 Video – What is Cold Calling and how to prepare?
5.3 What is cold calling?
5.4 What causes a call to go cold?
5.5 Why is cold calling useful?
5.6 Check your understanding

6. Connecting with prospects through social selling
6.1 Selling is social
6.2 Video – what is Social Selling?
6.3 What are the benefits?
6.4 Social Selling Best Practices
6.5 Social Selling – do or don’t do

7. Effective warm calls in sales
7.1 Another awkward start
7.2 Video – What is a warm call?
7.3 Warm Calls vs. Cold Calls
7.4 What warms up a call?
7.5 Benefits of Warm Calling
7.6 Before calling
7.7 Following a warm call structure
7.8 Check your understanding

8. Summary
8.1 Main conclusions

Methodology

The course is delivered online, using a combination of video lessons, case studies and hands-on activities. Participants will have access to additional resources, such as reading materials and quizzes, to reinforce their learning. The methodology adopted aims to provide an interactive and engaging learning experience, facilitating the practical application of the concepts taught.

Instructor

The course is taught by a sales expert with extensive experience in the market. With a consolidated career in prospecting and closing deals, the instructor brings valuable insights and proven practices to help participants achieve their sales goals.

Target Audience

This course is ideal for sales professionals, entrepreneurs, business managers and anyone interested in improving their prospecting skills. No prior sales experience is required to participate, as the course covers everything from the basics to advanced techniques.

General Recommendations

• Have a device with internet access to follow the video classes.
• Set aside time each day to carry out the proposed activities.
• Apply the techniques learned in your professional context to obtain better results.

About Instructors

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